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

Meeting the Challenge of Change

The first week of March, 22 years ago, I started working on this magazine. The industry was changing. Technology was having a big impact on everyone, but only a handful of companies embraced the turmoil of that time with optimism. The rest seemed content to sit on the sidelines and wait for clearer signals about how--and when--to stake new claims in the mutating fields of customer relations and service, and product development and delivery.

The years rolled on, and change in the business world was more pronounced. The marketplace became less forgiving of companies in holding patterns, clinging to old ways and hoping that what got them this far would see them through uncharted territory.

Today, what has changed is our attitude about change. We recognize it as a major force to deal with. What hasn't changed is the typical profile of the successful company, the kind of company that doesn't wait on the sidelines to see how things will shake out.

Successful companies in our industry do at least one of three things:

* They set themselves apart from competitors.

* They streamline clients' internal processes.

* They save clients money.

This month's cover story, "Amazing Feats of Technology" beginning on page 44, features three case studies by Print Solutions editors Kara S. Carpenter, Preeti Vasishtha and Darin Painter. The stories provide practical operational and marketing advice from companies that have met the challenge of change.

Data Support Inc., a 16-year-old distributorship in Nanuet, N.Y., has installed direct thermal bar coded ticket printers on the floor of the New York Stock Exchange, provided a bar code system to manage supply usage at the New York City Police Department's forensic lab, and implemented a bar code tracking system for advanced technology company Lockheed Martin Corp. When the company started, it sold only standard forms and labels. With bar coded products, the company found a way to differentiate itself from competitors.

Clark Graphics, Greenville, N.C., converted a regular, time-consuming marketing task done by 35 employees of one client to a variable imaging, digital printing process. Clark Graphics understood its need for technical education, and how to target its existing customer base to create a new service.

Hygrade Business Group Inc., Clifton, N.J., has reinvented itself. Once a forms manufacturer, it's now a distributorship specializing in digital solutions, e-services and statement processing. Its customers, mainly large companies in the financial, health care and insurance industries, want more than paper invoices and checks. A major health care client wanted to save money, and Hygrade responded with a customized e-procurement system.

Brad Holt

Vice President, Publications and New Media

bholt@PSDA.org

New This Month at DMIA.org

This month, DMIA introduces the online Source Hotline database. DMIA members can search thousands of sources—at any time. The system allows users to email RFQs to up to five sources at once. Plus, each user privately can store RFQs and pricing data online. Check out the quick-start tutorial and the new database by visiting DMIA's web site at www.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 3, March 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.

Printed in the USA.