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

Here's a Toast to Distributors' Momentum

I've been a fan of statistics since childhood, when I would spend summer afternoons compiling batting averages and earned-run averages for my beloved—and annually beleaguered—Pittsburgh Pirates. (Zero hits divided by any number of at-bats, I learned, yields a .000 batting average and significantly slower summers on the back porch.)

My foray into the world of statistics provides two clues about my present-day life: 1) I'm a baseball enthusiast, and 2) I'm a dolt. I now realize it's healthy to balance one's inner nerd with a weekly regimen of steel-drum music and occasional adult beverages.

Distributors are benefiting from a healthy balance, too, as indicated by our sixth annual Top 100 Distributors feature. Companies of all stripes are selling more non-traditional products and services, including promotional items, packaging and e-commerce. And their willingness to offer a breadth of solutions is paying off. Many distributors rebounded in fiscal year 2002 or maintained their momentum. Nearly one-third of the firms listed in the Top 100 achieved 10 percent sales growth or better compared with fiscal year 2001.

When we compared data from Top 100 Distributors survey forms returned this year with data we've collected since fiscal year 1997, three trends appeared: The industry's largest distributors enjoyed a healthy fiscal year 2002 (7.1 percent annual growth, compared with 3.4 percent in fiscal year 2001), promotional products are sparking sales for many firms, and distributors continue to achieve higher sales per employee. Turn to "Standing Out in a Crowd" (page 64) to see rankings of distributors based on fiscal 2002 sales, a list of the fastest-growing distributors, a list of the companies with the highest sales per employee, rankings based on product sales and rankings based on vertical market sales.

In addition to the Top 100 feature, this issue includes other stories that highlight the success of distributors and the industry at large, including pieces on variable imaging (page 96) and promotional products (pages 28 and 30). You'll also find options and tips for improved e-marketing (page 58), an expert's insight into common digital printing challenges (page 106), and details about why a whiskey and wine provider has relied on one printing firm for more than 30 years (page 14).

To the Top 100 Distributors and other companies featured in this magazine: Consider this issue a feet-in-the-sand, umbrella-drink toast to you.

Darin Painter

Managing Editor

dpainter@PSDA.org

E-Weekly, Managing Editor Win Awards

DMIA's E-Weekly newsletter won the Gold Award in the Online Publishing, Electronic Newsletter--General Excellence category of the 2003 SNAP (Society of National Association Publications) EXCEL Awards competition. The competition drew 900 entries in various categories. The E-Weekly is a members-only publication written by the Print Solutions staff, edited by assistant editor Preeti Vasishtha and designed by new media specialist Christine Kenny. It has nearly 6,000 subscribers. This is the DMIA Publications Department's 76th award over 14 consecutive years.

Darin Painter, managing editor of Print Solutions, was one of five people named by the American Society of Business Publication Editors (ASBPE) as a Young Leaders Scholarship winner. He will accept the award June 19 at ASBPE's national awards banquet in Washington, D.C.

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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 editors@printsolutionsmag.com. Visit our World Wide Web site at www.printsolutionsmag.com.

Volume 41, Number 5, May 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.