Reynolds Reports Drop in Revenues; Class Action Suit Filed
The Reynolds and Reynolds Company, Dayton, Ohio, reported revenues of $243 million for the third fiscal quarter ended June 30, compared to $250 million a year ago. Net income was $22 million or 33 cents per share, compared to $26 million or 37 cents per share a year ago.

In related news, the law firm of Schiffrin & Barroway in Bala Cynwyd, Pa., has filed a class action suit against Reynolds and Reynolds, alleging that the company "failed to disclose and misrepresented the following material adverse facts which were known to defendants or recklessly disregarded by them: (1) that the Company knew or recklessly disregarded the fact that market demand for the Company's cutting edge products, such as Reynolds Generation Series, was lackluster; (2) that as a consequence of the foregoing, the Company's strategy for growth was seriously flawed as the Company was forced to expend additional resources to pitch new products to unwilling customers, while neglecting the marketing of its more conventional revenue-producing products; and (3) that, as a result of the foregoing, defendants lacked a reasonable basis for their positive statements about the Company and their earnings projections." Full story.

Mill Sale Boosts Boise-Cascade Q2 Profits
The sale of its interest in a Canadian mill pushed Boise Cascade Corp.'s second quarter profits to $50.4 million. The Boise, Idaho-based corporation reported per-share earnings of 52 cents on revenues of $3.4 billion, boosted by higher sales of office products after last December's acquisition of OfficeMax Inc. The deal more than doubled Boise Cascade's business sales in office products.

Avery Dennison Q2 Earnings Fall
Avery Dennison Corp., Pasadena, Calif., said that second-quarter earnings fell slightly, hurt by a 10-cent-per-share charge from restructuring related to its acquisition of Jackstadt. The company said quarterly income rose to $68.5 million, or 68 cents per share, from $71.3 million, or 71 cents, in the same period a year ago. Net sales rose 11 percent to $1.32 billion from $1.19 billion, with one-third of the revenue growth positively impacted by foreign currency exchange.

Study: Direct Mail's Future is Bright
Direct mail will represent about $36 billion, or 10 percent of all U.S. media and marketing expenditures in 2004, according to a study by the Graphic Arts Marketing Information Service. Direct mail expenditures will continue to experience above average growth, projected at 5.6 percent per annum in real terms over 2004 to 2007. The study, The Future of Direct Mail, said that over the last five years, direct mail volumes and expenditures have continued to grow despite the internet, despite some weakening in consumer response rates. This is likely because direct mail’s sales effectiveness and return on investment have continued to strengthen.

The study noted that advertisers will increase their focus on improving returns of their marketing investments. It revealed a strong interest among leading-edge direct mail advertisers to actively exploit two areas:

• Improved targeting through database management and related analytics to reach specific individuals, groups, or types of customers; and,
  
  
• Employing variable content to deliver more personalized and customized direct mail. As a result the demand for digital printing and variable imaging will intensify.

Xetex Holds Users' Conference
Xetex Business Systems Inc., West Lawn, Pa., recently held its annual users' conference in Philadelphia. The company presented its latest software enhancements, including the new Uniform System, mirrored databases and ODBC functionality, and its latest e-commerce enhancements.

MeadWestvaco Names Kodak Executive as CFO
MeadWestvaco Corp., Stamford, Conn., said it named an Eastman Kodak Co. executive as senior vice president and chief financial officer. Mark Rajkowski will start his new job on Aug. 16, after six years at Kodak, where he served most recently as vice president and general manager of the worldwide operations of the company's largest unit, digital and film imaging systems, the company said. Before joining Kodak, Rajkowski, 45, worked at accounting firm Pricewaterhouse Coopers LLP for 17 years. Rajkowski replaces Cynthia Niekamp, who left the company in March after a material change in her compensation package due to the merger of Mead Corp. and Westvaco Corp. that formed the company in 2002.

A.B. Dick Files Ch. 11; Names Buyer
Crain's Chicago Business reports that Niles, Ill.-based printing press maker A.B. Dick Co. filed for Chapter 11 bankruptcy protection in Delaware court this month, and said it has a buyer lined up to acquire its U.S. assets for $40 million. The buyer, New Hampshire-based Presstek Inc., and A.B. Dick's primary lender have agreed to provide $7 million in debtor-in-possession (DIP) financing to help pay suppliers and employees while the company restructures. Full story.

Using Direct Mail to Reach More Patients
Marcus Welby, M.D., never had to market himself to get patients. But the attractive doctor in the television show by the same name successfully treated his small-screen patients from 1969 to 1976. If Dr. Welby hung up his fictional shingle today, he might rely on numerous marketing methods, including direct mail. Full story.

Print Solutions Conference and Expo 2004
You can't afford to miss the Print Solutions 2004 Conference and Expo-Fall Classic, Oct. 5-7 in Chicago. Online registration is open. Register now and make your room reservations before you leave on your summer trip.

Our Winner's Circle Sponsors offer you a chance to win two trips for two to Hawaii! But you have to be there to win! The Winner's Circle is a six-year-old partnership between an elite group of exhibitors and DMIA which has helped increase the visibility of the Print Solutions Conference and Expo as the premier event in the industry.

This is the largest exposition for the business printing segment of the industry. Go to Chicago, see 400 booths featuring new products, services and programs that will make you money, visit each of the Winners Circle sponsor booths to validate your "Send Me to Hawaii" postcard (pick up your postcard free at registration), and start shopping for a swimsuit! The drawings for both trips to Hawaii, including airfare and hotel, will be held on the show floor Oct. 7. You must be present to win. For more information, visit www.printsolutionsshow.com.

Here are the top unusual source requests received by DMIA:

1. Manual Label Dispensers; Q=500M
2. Bead Pens; lower half is metal; upper half is customized with provided beads; Q=500-1M
3. Pizza Boxes; Prints 2 colors; Q=1M-5M
4. Laser compatible Drum Labels; 8 1/2 x 7; 3 colors; 2 up on an 8 1/2 x 14 sheet; Q=500-1M
5. Menus; 16 x 30; 4cp/1; Laminated and scored; Q=250
6. Calendars; 5 1/2 x 16; 4cp/4cp on 80# coated cover; affixed magnet 1 x 5 1/2; folds to 5 1/2 x 4; wafer sealed; Q=74M
7. Safety Pins; Q=30M
8. Point of Purchase Magnetic Sign; 20 x 28; 4cp; Q=1M-1.5M
9. "Neck Totes"; plastic cases that hang around the neck to hold keys, change or other miscellaneous items; imprinted 1 color; Q=20M
10. Fuel Meter Tickets; 4 1/8 x 9 1/4; 3 parts; part 1 is Patapar material; Q=5M

If you have a source request--for anything--call the Hotline at (800) 333-2828 between 9 a.m. and 5 p.m. Eastern Time, or use the Source Hotline Database online. For new sales ideas every day, try our 1,000 Sales Ideas Database. Manufacturers, if you produce any of these items and would like to check your listing with the Source Hotline, please email Cheryl Rush.

Sales and Marketing Tip
A Sale Without Selling
Building, growing and maintaining a business isn't just all about making money or producing large profits. It's also about gaining people's trust and making them believe you're sincere and honest.
Full story.

E-Commerce Spotlight
Digital Signature to Boost
E-Commerce
Once digital signatures are legally recognized as valid and safe, many consumers' fears about the security of e-commerce will be calmed, opening the door to more online business. Full story.

Product of the Week
Basic Forms Analysis
and Design
This course teaches the industry newcomer about materials, production, types of forms, analysis, fundamentals of design, design and graphics, and also contains a moderator's guide to judge progress. Code: HSC2AD. $44.95. To order, visit DMIA's online product catalog, or contact Tina Davis. To order, visit DMIA's online product catalog, or contact Tina Davis.

Hot Sites
All Water Isn't Equal
Here's a web site that believes there are discreet differences in bottled water--and that these differences can enhance the experience in drinking them. Visit the site.

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