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A great idea: variable CSR compensation

Jun 1, 2006 12:00 AM, By Dick Gorelick

Developing a variable compensation plan for CSRs: It sounds like such a fair, simple and reasonable idea. An effective CSR is in a direct position to reduce costs lower manufacturing spoilage, and elevate customer satisfaction. Why not reward outstanding performers?

Where have all the printers gone?

Jun 1, 2006 12:00 AM, By Steve Johnson

In the 1970s, a new type of print shop appeared on the American scene. Dubbed "quick printers," they were popularized by franchise operations.

Letters, we get letters

May 1, 2006 12:00 AM, By Steve Johnson

If you screw up the variable data in your own database, you don't have a snowball's chance of selling variable. If you get the information perfect but screw up the color, you've still shot yourself in the foot.

Peer groups then & now

May 1, 2006 12:00 AM, By Dick Gorelick

Attendees at a peer group in l986 all had children in the graphic arts business. All were pessimistic about the future of the industry and stated or implied a sense of guilt about allowing their children to follow their footsteps. Our firm’s clients might not be representative of the industry, but in 2005, these children are engaged, optimistic and, for the most part, successful CEOs.

The will to win

Apr 1, 2006 12:00 AM, By Dick Gorelick

There are two industry scenarios I'm hard-pressed to understand. The first is the creation of expensive technological solutions for which there are a limited number of problems to be solved. The second is the failure of print companies to respond to obvious customers needs, otherwise known as "business opportunities."

Hey, hey, holy mackerel

Apr 1, 2006 12:00 AM, By Steve Johnson

The Chicago Cubs were consistently among the most profitable teams in major-league ball. How about your business? What is your objective? What about profitability? What happens to profits as a measure of success?

PDF and a new profit center

Mar 1, 2006 12:00 AM, By AP staff

Graphic Arts Services began searching for a workflow that would help the company recieve recieve files from the outside while generating PDF files internally. That's how was born.

All the news that's fit to print

Mar 1, 2006 12:00 AM, By Steve Johnson

As you read your issue of AMERICAN PRINTER, ask yourself, "What does this really mean to me?"

Customer service reps: the unsung heroes

Mar 1, 2006 12:00 AM, By Dick Gorelick

An effective, well-staffed customer service function, according to the anecdotal evidence, can balance and mitigate internal conflict, as well as provide perceived value to customers.

The cookie monster

Feb 1, 2006 12:00 AM, By Steve Johnson

Old-fashioned human interaction still has a place and is, in fact, desirable. Virtual storefronts can’t replace the face-to-face interaction of humans.

We hardly discussed ye

Feb 1, 2006 12:00 AM, By Dick Gorelick

Everyday management challenges are lost in a haze of hypes. This column addresses one of those critical issues that has escaped those busy following the latest technology, the fortunes of equipment manufacturers, and the forturnes of consolidators and large publicly-traded print companies: seasonality of demand and its implications.

Welcome to my (monthly) world

Jan 1, 2006 12:00 AM, By Steve Johnson

In previous issues of AMERICAN PRINTER, you might have noticed me on the back page, every other month. Beginning this issue, “Johnson’s World” will be here every month. Why? Does the printing industry need another commentator? What can you expect from me that you can’t get anywhere else? Glad you asked.

Making a case for holistic management

Jan 1, 2006 12:00 AM, By Dick Gorelick

Segmentational is a word you won’t find in any dictionary, but the word is helpful in explaining and exploring the management mindsets I observe in an industry grappling to deal with the changing buyer-seller landscape.

The train’s pulling out of the station

Dec 1, 2005 12:00 AM, By Dick Gorelick

It is misleading to talk in terms of industry trends and ratios. I know of no company that has been successful by following the pack. In today’s graphic arts industry, there’s no pack to follow.

Give the gift of the printed word

Dec 1, 2005 12:00 AM, By Steve Johnson

Think the gift of print is just too old fashioned? Here are some hints for maximizing the delight of the youngest generation.

8 habits of highly successful CEOs

Dec 1, 2005 12:00 AM, By Bob Rosen

What don't they do? (and why you shouldn't either).

Evaluating employee evaluations

Nov 1, 2005 12:00 AM, By Dick Gorelick

In my opionion, only two things can render performance evaluations programs effective.

7 days in September

Nov 1, 2005 12:00 AM, By Rebecca Hoeckele

On Sept. 17, 2004, the last remnants of Hurrican Ivan spawned 50 twisters in a single day. At approximately 6:30 p.m., one of those tornadoes struck United Litho's Ashburn, VA, facility. None of the 22 employees in the plant will forget that day--or the remarkable events that followed.

Success: more than a series of activities

Oct 1, 2005 12:00 AM, By Dick Gorelick

Formal business planning out of context with other activities, however, is like a breakfast of gravy without the biscuits.

I'm just wild about Harry

Oct 1, 2005 12:00 AM, By Steve Johnson

If you still think the Harry phenomenon doesn’t apply to your printing business, I must ask, why not?