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

Distributors Tackle Challenges, Win

If you have a chip in your windshield, place a quarter over it. If the chip is smaller than the quarter, it can probably be repaired without replacing the whole windshield. Most insurance plans won't even require you to pay a deductible. In other words, don't wait for that tiny chip to become a full-blown crack.

After two years of reporting on the glass industry, I've also learned that if you're looking for contractors to replace the windows in your home, be wary of a low bid. As a consumer, you can expect a quality window at a competitive price, but the product probably won't work without experts installing it. You almost always get what you pay for in support, customer service and options.

Sounds familiar? You've probably argued similar points to your clients. I've been with Print Solutions for only three months, but the similarities between the printing industry and the glass industry are striking. Businesses in both industries face stiff competition and tenuous economic conditions. They sell products to end users who demand more for less, and both industries have an element that competes solely on price.

There also are companies in both industries that confront these challenges and succeed. In this issue, Print Solutions is proud to recognize distributorships that did exceptional business in fiscal year 2003. Our seventh annual Top 100 Distributors feature, beginning on page 42, shows that on average, the industry's top 100 distributors increased their fiscal year 2003 sales by 7.8 percent compared with the previous year, the best since fiscal year 2000. Seventy firms on the list increased their sales, compared with 57 firms last year. We found that distributorships offering commercial printing reported solid growth. On average, the 10 companies reporting the highest commercial printing sales in fiscal year 2003 experienced higher annual growth (9.8 percent) than all Top 100 firms. For more statistics, trends and rankings by regional sales, product sales and vertical market sales, check out the entire feature.

Also, this issue includes other stories that highlight the success of distributors. The promotional products article, beginning on page 82, shows how three distributorships profit by constantly looking for fresh ideas to help their customers gain business. On page 24, we feature three distributorships that use variable image printing to provide sophisticated solutions to their customers. You'll find that companies that create value for customers are on a path to growth. That's a winning attitude in any industry.

Andrew Brown

Assistant Editor

abrown@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 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

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

Volume 42, Number 6, June 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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