Print Solutions Magazine, February 2005 -- 433 E. Monroe Ave.

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Nurturing a New Identity

Designing and supplying business forms once almost guaranteed distributors and manufacturers would grow. Technology has made those services less valuable to end users, leaving many industry members selling commodities. Owners of many companies diversified their product lines to replace lost sales, but some went a step further and re-evaluated their entire businesses.

These companies no longer envision print manufacturing and distribution as an industry unto itself. Rather, providing printed products is one capability they offer as data management specialists. By redefining the scope of their market, these companies comfortably offer services not associated with the traditional business forms industry, including statement processing, presentment and archiving; variable data printing; and direct mail list management and fulfillment. Making the transition often meant starting from scratch. On page 43, Print Solutions profiles the successful transformations of Jerome Group, Maryland Heights, Mo.; Matrix Imaging Solutions, Niagara Falls, N.Y.; and Wright Business Graphics, Portland, Ore., from print providers to data management firms.

Executives from the three companies share how they struggled with a steep learning curve and some resistance from their customers. Also, they explain how technology played a central role during their companies’ transformations and its effects on the industry’s long-term prosperity. “We would have lost business one way or the other if we didn’t invest in new technology and capabilities,” says Ken Brown, vice president at Jerome Group. “We just have to be there along with it, investing in it, embracing it.”

Technology also contributed to another company that restarted its business from scratch. The profile on page 28 is an account of how a devastating flood destroyed Trends Presentation Products’ and Enduro Binders’ manufacturing facility in Washington, Mo. But the disaster failed to damage the companies’ spirit. Executives and employees bonded together to build even stronger businesses. They began by relocating to a new plant and replacing damaged presses with state-of-the-art digital equipment. Now, Trends boasts its ability to provide fast, eye-catching solutions, including personalized binders with custom, turned-edge covers.

Executives from any one of these companies will tell you: transforming a business isn’t easy, but they ultimately positioned themselves to succeed in a changing industry. What are you doing to ensure the same for your company?

Andrew Brown

Assistant Editor

abrown@PSDA.org

Editor in Chief
Peter L. Colaianni, CAE
Vice President,
Publications & New Media
Brad Holt
Managing Editor
Darin Painter
Assistant Editors
Preeti Vasishtha
Andrew Brown
Art Director/
Production Manager
Roxanne Rash
Advertising Director
Cyndy Kelly
Advertising Coordinator
Curtessa Pennington
Contributing Editors
Dick Gorelick
Dennis McGarry, CDC
Jeff Long
Publications Committee
Brian Governor, Chairman
Roger Buck, CDC
James Burchett
Mike Fisher
Andy Kohn, CDC
Tom Nelson
Gail O'Roke, CDC
Geo Plumberg
Steve Reiss
Ivars Sarkans
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 editors@printsolutionsmag.com. Visit our World Wide Web site at www.printsolutionsmag.com.

Volume 43, Number 2, February 2005. 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.

Copyright 2004 by DMIA. Articles may not be reprinted without
publisher's permission.
Printed in the USA.

Nurturing a New Identity

Designing and supplying business forms once almost guaranteed distributors and manufacturers would grow. Technology has made those services less valuable to end users, leaving many industry members selling commodities. Owners of many companies diversified their product lines to replace lost sales, but some went a step further and re-evaluated their entire businesses.

These companies no longer envision print manufacturing and distribution as an industry unto itself. Rather, providing printed products is one capability they offer as data management specialists. By redefining the scope of their market, these companies comfortably offer services not associated with the traditional business forms industry, including statement processing, presentment and archiving; variable data printing; and direct mail list management and fulfillment. Making the transition often meant starting from scratch. On page 43, Print Solutions profiles the successful transformations of Jerome Group, Maryland Heights, Mo.; Matrix Imaging Solutions, Niagara Falls, N.Y.; and Wright Business Graphics, Portland, Ore., from print providers to data management firms.

Executives from the three companies share how they struggled with a steep learning curve and some resistance from their customers. Also, they explain how technology played a central role during their companies’ transformations and its effects on the industry’s long-term prosperity. “We would have lost business one way or the other if we didn’t invest in new technology and capabilities,” says Ken Brown, vice president at Jerome Group. “We just have to be there along with it, investing in it, embracing it.”

Technology also contributed to another company that restarted its business from scratch. The profile on page 28 is an account of how a devastating flood destroyed Trends Presentation Products’ and Enduro Binders’ manufacturing facility in Washington, Mo. But the disaster failed to damage the companies’ spirit. Executives and employees bonded together to build even stronger businesses. They began by relocating to a new plant and replacing damaged presses with state-of-the-art digital equipment. Now, Trends boasts its ability to provide fast, eye-catching solutions, including personalized binders with custom, turned-edge covers.

Executives from any one of these companies will tell you: transforming a business isn’t easy, but they ultimately positioned themselves to succeed in a changing industry. What are you doing to ensure the same for your company?

Andrew Brown

Assistant Editor

abrown@PSDA.org