Print Solutions Magazine, March 2004 -- 433 E. Monroe

Welcome to the Age of Info

Today, the printing industry is defined by value instead of products. The best sales representatives sell systems, not just stuff. Fast-growing firms offer services such as fulfillment, web design and marketing consultation to complement their labels, tags and forms.

To distinguish themselves from competitors, distributors and manufacturers always have tried to understand and implement new technologies. Years ago, that included learning new techniques in forms design. Today, it includes learning about high-tech topics such as radio-frequency identification tags, digital printing and e-commerce--the three technologies featured in "Hot Technologies, Cool Solutions: 3 Case Studies," our cover story beginning on page 36.

Then and now, printing pros have kept a key point in mind--new bells and whistles only matter when a customer truly benefits: Does the client make more money? Does it increase efficiency? Does it receive more customized answers to its problems? Ask the three companies featured in our cover story, and they would shout, "Yes, Yes, Yes."

And so can you. This is the Information Age, when even the smallest distributorship can seem bigger and gain major accounts. It's an exciting time when access to data is just as important as knowledge of printing. If the door to future growth is in front of your company today, the right key is information--about your own company's strengths, about your clients' goals, about your prospects' points of pain. It's easy to underestimate the ability to listen, but companies that understand what customers want (and heck, they don't mind telling you) are best positioned to thrive.

It's always fun for us at Print Solutions to delve into interesting case studies. We enjoy covering the industry's success stories, and thanks to you, we have plenty to write about. The three firms featured in the cover story have responded to new technologies with enthusiasm, not fear. They realize that technology opens doors to new and profitable opportunities, and their end users are thrilled.

In "RFID Takes Flight," beginning on page 38, you'll learn how McCarran International Airport in Las Vegas benefits from RFID tags provided by Matrics Inc., Columbia, Md. The airport is the only one in the world (so far) to commit to the technology for every bag on every flight. In "Complete Customization: It's in the Cards," beginning on page 46, you'll learn how Starwood Hotels and Resorts receives a speedy, targeted member-card solution because of the digital printing know-how of Jerome Group, St. Louis. In "Building Online Efficiency," beginning on page 54, you'll learn how an engineering and architectural consulting firm benefit from an e-commerce tool from Suncoast Marketing Inc., Fort Lauderdale, Fla.

Other examples of firms using technology to strengthen relationships with their customers are Random Lake, Wis.-based manufacturer Badger Tag & Label Corp. and Cohoes, N.Y.-based supplier Mohawk Paper Mills Inc., the companies featured in our monthly E-Files department (page 28).

By embracing new technologies--and the information that drives them--firms can improve efficiencies and develop profitable, lasting relationships with end users.

Darin Painter

Managing Editor

dpainter@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

Advertising Coordinator

Curtessa Pennington

Contributing Editors

Dick Gorelick

Dennis McGarry, CDC

Phil Schmidt

Publications Committee

Dan Swagler, Chairperson
Bob Bell
Jeff Long
Geoffrey Nelson
Tom Nelson
Gail O'Roke, CDC
Geo Plumberg
Ivars Sarkans
Louann Siebert
George Smith, CDC
Bob Talion
Steve Wakefield
Dave Wandling, CDC

Advertising Sales

Print Solutions Magazine
Advertising Department

433 E. Monroe Ave.

Alexandria, VA 22301-1693

(800) 336-4641

Fax: (703) 549-4966

bholt@printsolutionsmag.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 42, Number 3, March 2004. 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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