Print Solutions Magazine, April 2003 -- 433 E. Monroe

Reinventing to Succeed

As we pored over data to compile Print Solutions' sixth annual Top 100 Manufacturers list beginning on page 44, we found interesting trends--not necessarily surprising, but definitely telling.

Printers are facing a tough economy. Consumer confidence recently hit a 10-year low, the unemployment rate is creeping closer to 6 percent, the nation's 500 largest companies barely earned more in 2002 than they did in 2001, and stocks have lost $7 trillion in value since March 2000.

So we weren't surprised the average annual growth among manufacturers listed in the Top 100 was 2.6 percent. Or that only seven companies--the lowest number we've found since we started compiling the list in 1998--achieved 20 percent growth or higher in fiscal 2002.

But we did find important truths to cheer about--ones that show the perseverance and strength of forward-thinking firms. Even in a sluggish economy, manufacturers continue to make the most of their resources. The average sales per employee among companies in the Top 100 was impressive ($155,458), and the number was even higher among the top 20 ($210,178).

When we compared the Top 100 Manufacturers list that appeared in 1998 to the list appearing on page 44, we counted only 41 companies listed on both. That's a reflection of industry consolidation, as well as the ability of companies to reinvent themselves with new names (many have removed the word "forms").

Product rankings in our Top 100 feature suggest that companies concentrating on non-traditional offerings such as labels, tags and commercial printing are better poised for growth than firms selling paper-based products. The ability to recognize and offer new technologies and value-added services remains key to manufacturers' growth.

Also, read about three distributorships featured in "Paving New Paths to Success," the commercial printing feature beginning on page 30. They recognized a decline in the demand for continuous forms a few years ago and added commercial printing and large-format digital imaging to their product mixes. We invite you to read about how they have gained credibility in the niche and increased their sales.

This issue also includes "An 'Express' Way to Inform Clients" on page 38. New York-based Classic Business Solutions developed marketing software that helps companies send customized HTML email messages to their customers. The firm began as a forms and stationery distributorship, but successfully has become a marketing and communications provider.

These are tough times, but many of you are doing whatever it takes to succeed. We tip our hats to you.

Preeti Vasishtha

Assistant Editor

pvasishtha@PSDA.org

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Table of Contents

Editor in Chief

Peter L. Colaianni, CAE

Vice President,
Publications & New Media

Brad Holt

Managing Editor

Darin Painter
Assistant Managing Editor
Kara Carpenter

Assistant Editor

Preeti Vasishtha

Art Director/
Production Manager

Roxanne Rash

Contributing Editors

Dennis McGarry, CDC

Gail O'Roke, CDC

Publications Committee

Steve Visio, Chairperson
Ross Barker
Bob Bell
Cory Blatz
Chuck Calman
Skip Dragoiu
Carrie Fireoved
Charlie Graham
Jeff Hayzlett
Bob McAleavey
Mike Nawn
Tom Nelson
Gail O'Roke, CDC
John Smilko
Dan Swagler
Dave Tobik
Dave Wandling, CDC
Jerry Weidner
Bob Wilson, CFC

Advertising Sales

Jack Burris

The Townsend Group Inc.

4920 Elm St., Ste. 325

Bethesda, MD 20814

Phone: (301) 215-6710

Fax: (301) 215-7704

jburris@townsend-group.com

Print Solutions Online

Print Solutions, the only industry magazine to win awards for writing and design excellence, is available online at www.printsolutionsmag.com. The site includes daily news, a comprehensive archive of Print Solutions articles, a complete media kit, links to industry companies and other features not included in the magazine.

Print Solutions is the official publication of the Print Services & Distribution Association (PSDA), the Association for Business Printing Independents. Unsolicited manuscripts are welcome. Please address all submissions to: The Editor, Print Solutions Magazine, 433 E. Monroe Ave., Alexandria, VA 22301-1693. Phone (703) 836-6232, fax (703) 549-4966. You can reach us via email at bholt@printsolutionsmag.com. Visit our World Wide Web site at www.printsolutionsmag.com.

Volume 41, Number 4, April 2003. Print Solutions (USPS 205-400, ISSN 1535-9727) is published monthly by DMIA, 433 E. Monroe Ave., Alexandria, VA 22301-1693, (703) 836-6232. Subscriptions: $29 per year for DMIA members included in dues, $49 for non-members (plus postage for Canada and foreign). Periodicals postage paid at Alexandria, VA, and additional mailing offices.

Postmaster: Send address changes to Print Solutions, 433 E. Monroe Ave., Alexandria, VA 22301-1693.

Statements of fact and opinion are the responsibility of the authors alone and do not imply approval on the part of the Publications Committee, Officers or Membership of DMIA.

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