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GETTING PAID ON TIME

Dec 1, 1998 12:00 AM, LISA LELAND

At last count, quick print shop owner Ron Rafferty had $5,000 in outstanding customer invoices, many of which were more than 60 days past due. He figures 50 percent of his clients are chronically late with payments.'From what I understand a lot of printers are having the same problem,' says Rafferty of Rafferty Printing (Mercer, PA). 'I know a guy with a shop 20 miles from mine who has $12,000 out

CUSTOMER SERVICE: TREAT 'EM LIKE ROYALTY

Sep 1, 1998 12:00 AM, Lisa Leland

In the old days, when supermarket baggers loaded groceries into the back seat and service station attendants pumped gas and washed windshields, no one talked of "relationship-building," "partnering" or being "customer-centric."Simply, the customer was king. It would appear everything old is new again. "Actually, from what I've read, the customer is no longer king," reports Dick Gray, general manager

MAGIC NUMBERS

Sep 1, 1998 12:00 AM, BOB ROSEN

With all the competitive forces driving our industry, it's never been more crucial to have a solid handle on what's going on inside your business. And managing from your monthly financial statements is like driving forward while looking in your rearview mirror. The view may be interesting, but it's a little late to change it.Most printing companies are finding that their monthly sales volume is becoming

EXTENDING YOUR RANGE: VALUE-ADDED SERVICES

Aug 1, 1998 12:00 AM, Katherine O'Brien

Sam Walton claimed to have walked into more variety stores than anybody in America. "I am just trying to get ideas," explained the Wal-Mart founder. "Most of us don't invent ideas. We take the best ideas from someone else."The same can be said of value-added services. The idea-borrowing Sam Waltons of the industry are slowly eclipsing the Ben Franklins, the Goldblatts, the Woolworths and so on. Some

WINNNING THE GOLD

Jul 1, 1998 12:00 AM, Molly Joss

Taking stock is never easy, but successful companies and managers know it's an important mental exercise. After all, if you don't know where you are, it's hard to chart a course to where you want to be.Each year hundreds of printers take stock of their companies by participating in the National Assn. of Printers & Lithographers (NAPL) Management Plus Program. Sponsored by american printer magazine

MANAGEMENT: THE BIG TEN

Jul 1, 1998 12:00 AM, Lisa Leland

In asking successful printers how to improve the bottom line, they either joked, "What, give away our secrets?" or, "There is no secret--just hard work and common sense.""I'm a great believer in execution," says David Gadbaw, president and COO of The John Henry Co. (Lansing, MI), which recently garnered a Gold award in the National Assn. of Printers & Lithographers (NAPL) Management Plus Awards program.

Fastest Growing Printers:Knowing What it Takes at Chapel Group

Jun 1, 1998 12:00 AM, Lisa Leland

Just in the past 18 months, the Chapel Group has acquired two new manufacturing and fulfillment sites, several tons of new equipment and more than 100 new employees. It's all part of the Moorestown, NJ-based company's commitment to keeping a step ahead of its competitors by solving clients' changing needs, often before they're even articulated."If you had to describe Chapel in one word, it's responsive;

Fastest Growing Printers:Can-Do Attitude at Copyright Printing

Jun 1, 1998 12:00 AM, Katherine O'Brien

"Who are those guys?" According to Dan Lugo III, that's the question other printers in Austin, Texas, are asking about Copyright Printing. And it's no wonder--Copyright Printing tops our list of Fastest Growing Printers, having gone from $1.3 million in sales in 1995 to $10.9 million for 1997.Founded in 1991 by John Davidson, Copyright is profiting from a flourishing computer market. Lugo, Copyright's

Fastest Growing Printers:Rolling With the Changes at Ed Garvey and Co.

Jun 1, 1998 12:00 AM, Katherine O'Brien

Founded in 1919, the Ed Garvey and Co. (Niles, IL) is our 24th-fastest growing printer. Sales for 1997 were $12.4 million, compared to $7.6 million in 1995. Benefits offered at the 82-employee plant include profit-sharing, a 401(k) plan and a yearly incentive-based bonus.Ed Garvey, Jr., owner and grandson of the founder, says that there's no secret formula for growing a business. "We try to appeal

Fastest Growing Printers:Only the Beginning at Genesis Press.

Jun 1, 1998 12:00 AM, Katherine O'Brien

How did our 19th- fastest growing printer get its name? Genesis Press founder and CEO Larry Kudeviz is neither a fan of Phil Collins' old band nor does he consider himself particularly religious. In 1991, however, the former New Yorker had an opportunity to come to Florida and open his own shop--"It was a new beginning for me," explains Kudeviz, and hence the name.The Hialeah Gardens, FL-based printer,

Fastest Growing Printers:Smooth Process at Cedar Graphics

Jun 1, 1998 12:00 AM, Lisa Leland

Joanne Herman could not have dreamed Cedar Graphics would become the largest waterless sheet-fed printer in the country when she borrowed $2,000 from her grandmother to start a bare-bones prepress service in 1976.Working out of a rented basement on Long Island, Herman, who had just gotten a degree in graphic arts, handled the "front office," while her husband, Robert, who had a background in printing,

On the Rise: American Printer's Top 50 Fastest Growing Printers

Jun 1, 1998 12:00 AM, Jill Roth

Five years ago, the editors of American Printer decided to institute a new recognition program for graphic arts firms whose imagination, innovative management practices, perserverance and hard work paid off with substantially better than average growth. Thus was the Top 50 Fastest Growing Printers program begun.The 50 graphic arts companies detailed on the following pages represent some of the best

Fastest Growing Printers:All in the Family at St. Joseph.

Jun 1, 1998 12:00 AM, Lisa Leland

Since starting as a one-man shop out of his basement in 1956, Gaetano Gagliano has put seven of his 10 children on the payroll at St. Joseph, now a 1,240-employee corporation in Concord, Ontario. As for those not clocking in at the commercial printing plant, son Frank Gagliano says they've been charged with future planning for the family business."I've got a sister who has seven children and another

Let's Make a Deal: Selling Your Printing Business

May 1, 1998 12:00 AM, Charles K. Oppenheimer

Thinking of selling your company? Here are some practical tips for a profitable sale.The latest industry advancements in technology coincide with tremendous merger and acquisition activity within the printing industry. The large capital investments required to stay in competition are a driving force in many owners' decision to merge, buy or sell. Many printers either want to divest themselves of the

SINGLE SOURCE SUCCESS

Jan 1, 1998 12:00 AM,

Jim Burkhart is a printing and prepress executive who believes in looking closely at where his customer's business is going. "About two years ago, we looked ahead and analyzed the needs of our corporate clients. We saw that as a result of downsizing, buyers would want and need to go to a single source supplier to accomplish their aims."And that's what Burkhart's company, D&S Creative Communications

PREPRESS SHOPPING LIST FOR 1998

Nov 1, 1997 12:00 AM,

Attention vendors of digital proofing, networking and electronic archiving systems: 1998 could be a very good year. Participants in the National Assn. of Printers and Lithographers/International Prepress Assn. (NAPL/IPA) Prepress Market Watch plan to spend 4.9 percent of annual company sales, on average, for prepress capital equipment in 1998, up from 4.4 percent in 1997. Over 45 percent expect to

WATCH YOUR BACK

Oct 1, 1997 12:00 AM, Maria Carlson

How many employers provide a fully equipped fitness center on the premises for employees? It's easy to talk about how much management cares about employees, but a fitness center is physical evidence of words turned into actions.Concern for the well-being of employees pervades buying decisions, too, at Triangle/Expercolor (Skokie, IL). For example, when an employee happened upon an ergonomic lift,

MAN THE CONTROLS

Sep 1, 1997 12:00 AM, Maria Carlson

Imagine, if you will, getting on an airplane. You buckle up, leaf through the in-flight magazine and wait for the flight attendants to detail the safety features of the flight before the actual take-off. The PA system crackles and you hear the captain's voice as he welcomes you aboard. Then you hear, "A real special thanks for joining us today, since we've got a brand new pilot-to-be up here in the

THE LONE PRINTER

Jun 1, 1997 12:00 AM,

The stereotypical Old West. Images of covered wagons, traveling to an uncertain future full of hard work. Small towns with plenty of open space between them. A variety of gunslingers, from our television hero, the Lone Ranger, to the villainous Jesse James.While the modern American West has urbanized along with the rest of the America, there are still some comparisons to be made. At Peczuh Printing

MORE THAN JUST PRINT

Jun 1, 1997 12:00 AM,

Webtrend was started by Don Secrest back in 1984 when he took a second mortgage on his home, determined to own a successful print shop. With one small press and no staff, Secrest rose to the challenge.What he discovered was his untapped salesmanship. In fact, a press operator by trade, Secrest went on to develop Webtrend into a 202-employee concern, operating two plants and grossing $19 million during