Cenveo Announces Efficiency Measures; Cuts 125 Jobs
Cenveo™ Inc., Englewood, Colo., announced that it has initiated a comprehensive program to streamline certain management functions, increase flexibility and efficiency, and reduce operating expenses. These initiatives, effective immediately, will give more decision-making authority to local managers.

In addition to changes in certain operating procedures, approximately 125 primarily management positions will be eliminated throughout the organization. The company expects these initiatives to result in cost savings of $9 million in 2005 and annualized savings of $20 million. Click here for the complete announcement.

Last week, Cenveo again rejected a proposal from Burton Capital Management LLC, Greenwich, Conn., that would have resulted in the appointment of Robert G. Burton as the firm's chairman and CEO, according to a letter Burton wrote May 25 to Cenveo Interim Chairman Susan O. Rheney.

Manufacturer/Supplier Conference: New Models for Business

View photos from this event.

More than 60 manufacturers and suppliers, including a sprinkling of distributors, gathered in Philadelphia May 18-20 for the 2005 Manufacturer & Supplier Print Conference to discuss industry trends and how manufacturers can transform themselves from "forms manufacturers" to "total print solutions providers." The meeting was sponsored by the Print Education & Research Foundation (PERF) and DMIA.

Several industry experts explained changing market trends and emerging opportunities:

• Digital color is growing in the in-plant market as a popular tool for marketers, but is somewhat costly.
  
  
• Direct mail is a growth area particularly suited to manufacturers and distributors.
  
  
• Electronic distribution of information is growing, but not necessarily replacing print (dual media marketing).
  
  

  Print Education & Research Foundation DMIA and the former International Association for Document Technologies Foundation joined forces in 2003 and formed the Print Education & Research Foundation (PERF). Headquartered with DMIA, PERF's mission is to provide research and education that promote long-term growth and profitability of the industry's organizations that embrace supply-chain options. PERF initiatives include developing research reports on emerging products and markets; educational and training programs; and finding ways to improve the industry's profitability and functionality. Its staff is directed by a Board of Trustees. For more information, call (800) 336-4641.

• Rising postage costs require more careful management of print mailing functions.
  
  
• The number of U.S. printing firms declined from 48,000 in 2000 to 43,000 in 2004. It's projected to be 30,000 by 2010.
  
  
• China is extremely competitive on commercial print production (30 percent less than U.S.-produced jobs) where lead times are at least 6-8 weeks. Smaller orders that can be shipped by air also could be competitive.
  
  
• Print customers expect web-enabled interfaces (e-commerce) to save time. That means printers must have efficient workflows integrated with production and accounting.
  
  
• In the next three years, digital color print opportunities will be good to excellent in the financial services, insurance, service bureau, telecom and utilities vertical markets.
  
  
• End users have shorter lists of sources for products; they view print as a commodity, are not very knowledgeable about printing processes and expect low prices and short turnaround times.
  
  
• Serving end user needs requires new models driven by the way customers buy rather than the way vendors sell.
  
  
• How do you solve customer problems? Reduce complexity, improve their cost structure, help them make better buying decisions and get to their markets faster.

Industry guru Frank Romano, director and lead strategist for the Commercial Printing Strategies Service of InfoTrends/CAP Ventures and a former professor of printing at the Rochester Institute of Technology (RIT)'s College of Imaging Arts and Sciences, presented a fast-paced overview of the industry, noting that the industry employed 1,210,000 people in 2000, but only 1,090,000 in 2004. "Most of these were lost to CTP (computer-to-plate technologies)," he said. "Basically, we've run out of places to save money. Paper and ink prices are going up, postage is going up." He also noted that industry revenues, after declining for three years, were up slightly in 2004. "Direct mail will definitely be a growth area," Romano said, "and all of you people who know the details of forms printing and handling data are well qualified to succeed with direct mail."

Romano also predicted substantial growth in digital printing: "Printers will have roll-fed digital with sheet-fed digital, just like they did in the early days of litho when they had roll-fed with sheet-fed litho presses."

The group also heard presentations from several longtime DMIA members who either transformed their companies from traditional forms manufacturers into total print solution providers, or who built successful firms by focusing on high-growth market segments.

• Linda Poole-Bova, president of Primadata Inc., Green Bay, Wis., explained how her company was formed in 2001. Primadata is a sister company to Libman Business Forms, which was formed in 1973, and provides statement processing, print on demand, mail processing and more, complementing Libman's forms, labels, cut sheet and integrated card products.
  
  
• Dale Dembski, president of Data Management Center in Schaumburg, Ill., described partnership possibilities for companies seeking to offer mail processing, print-to-mail and online presentment and payment.
  
  
• George Philips, president of ProDocumentSolutions, has specialized in printed security solutions since the 1970s. His companies hold 17 patents and provide security documents to 33 countries. He described his firm's commitment to training, and involvement in multiple associations to keep current with standards and new ideas.
  
  
• Tim Dust, president of F.P. Horak Company in Bay City, Mich., described how his company was transformed from a classic rotary web forms plant that opened in 1946 to a full-service commercial printer with 6-color presses, CTP, digital printing and variable data web-to-print capabilities. Dust noted that the HP Indigo 3050, a digital press capable of 7-color printing, high definition images 4,000 4-color 8.5" x 11"/A4 single sided images-per-hour (2-up), "has been our best technology implementation so far." But he added later that "customers don't care what equipment you've got. They want to know how you're going to solve their problems."

Ivan Verheye, president and CEO of Xeikon America, Itasca, Ill., and chairman of the PERF Board of Trustees, said, "This meeting is a link to new ideas on the horizon. It shows there are new products and new processes for doing business in our industry. Maybe more importantly, it shows there are new models for structuring your company's approach to the marketplace—new models for doing business. I think we've raised the awareness level, but we must keep asking how do we hook into these new processes and new ideas."

The conference was held near the AIIM/On Demand Expo, featuring hundreds of companies specializing in document management and digital printing, and conference registration included a free pass to the expo. At the expo, Ed Brandt, president of Brandt Affixing in Carrollton, Texas, attended an RFID (radio frequency identification) seminar. "This is part of an information quest to answer the question of what we do next," he said. "We're not in the business forms business; ours is the document finishing business. If things are in decline for forms companies, we need to learn what the next thing is."

Following the conference, the PERF Board of Trustees met and decided to hold next year's conference May 17-19, concurrent with the AIIM/On Demand Conference in Philadelphia. View photos from this year's event.

NewPage Looks to Sell Paper Mills
NewPage Corp. is considering the sale of two Ohio facilities, a story in the Dayton Business Journal said. Its Chillicothe mill, which has 1,800 employees, and a Freemont facility are under review, the Dayton, Ohio-based paper company said.

NewPage, formed last month from the sale of MeadWestvaco Papers Group, said options include selling the facilities to another owner or to the management team and/or the employees at the Chillicothe mill. NewPage also is exploring a major restructuring and streamlining of the existing facilities, according to the news release. Full story.

Ultra Forms Plus Introduces New Labels
Ultra Forms Plus, Kalamazoo, Mich., introduced short run laser and continuous labels. They're printed offset in one or two colors, and offer a higher level of quality vs. flexo printing, the company said.

Court Upholds $78M Judgment Against Weyerhaeuser
A U.S. appeals court upheld a $78.7 million judgment against Federal Way, Wash.-based Weyerhaeuser on Tuesday, saying the firm had tried to engage in monopolistic practices, a Reuters story said. The U.S. 9th Circuit Court of Appeals, based in San Francisco, declined to overturn a lower court judgment in a lawsuit that alleged Weyerhaeuser had engaged in predatory overbidding, overbuying and other practices to drive its rivals out of business. Full story.

Talk to Meredith, Gretchen
Do you have questions or comments for Meredith R. Smith Jr., CAE, and his wife, Gretchen, the stars of the CBS-TV reality show "The Amazing Race?" They'll be featured speakers at DMIA's Print Solutions Conference and Expo, Oct. 18-20 in Orlando, Fla. Send email to mrsmithjr@printsolutionsmag.com.

Many DMIA members know "R" Smith from his days as executive vice president of the National Business Forms Association, which today is DMIA. In 1963, Smith became the first full-time staff member of NBFA. He began many of the products and services offered by the association today, and retired in 1991. He also hired his successor, Peter L. Colaianni, CAE, executive vice president of DMIA.

Colaianni suggested that the Smiths come to Orlando and tell conference attendees about their experiences on the 2-time Emmy-winning reality show. The race started with 11 couples competing for the $1 million prize, and Uchenna and Joyce Agu won. Meredith and Gretchen were the oldest (Meredith is 69; Gretchen is 65) to compete in any of the show's seven seasons, and they have become famous for their tenacity and resourcefulness.

Details Lead To Better Quality
Paragon Printing & Mailing, a distributorship in Mankato, Minn., sells labels to clients ranging from mom-and-pop shops to the Mayo Clinic. One reason behind the company's success is vendors that provide top-notch products and services. Full story.

Have a solution? Click here to be featured in Solution of the Week

WHAT'S NEW AT DMIA?

SSPP/Customer Service SIG
This is the perfect time to join DMIA's newest Special Interest Group—the SSPP/Customer Service SIG. It's an opportunity to provide networking and training for your customer service support staff. For only $150 your entire CSR and customer support staff will have access to targeted training as well as an established network of CSRs in the printing industry to exchange ideas, obtain information, and collaborate on ideas for making service a priority. Each SSPP/Customer Service SIG member will receive the Signature Service newsletter, Business Printing Technologies Report, Print Solutions magazine, and discounts on products, education programs, training tools and the Certified Printing Service Specialist certification program, and more. Call SSPP membership at (800) 336-4641. Visit www.sspp.org.

The industry is moving faster than ever, and DMIA's TRADEMarts make it easy and convenient to stay updated. Attending a TRADEMart is your best chance to take advantage of the product innovations and dynamic ideas that are hitting the marketplace.

Upcoming TradeMart Dates and Locations
June 7	Mars, PA (Pittsburgh)	Seminars
June 8	Sharonville, OH (Cincinnati)	Seminars

Mars Seminars:
Selling Variable Data Solutions for a Marketing Campaign —Wise
Closing The Sale With Pressure Seal —Wilmer
Don't Touch that Stationery Order —Business Stationery Inc.

Sharonville Seminars:
Selling Variable Data Solutions for a Marketing Campaign —Wise
Don't Touch that Stationery Order —Business Stationery Inc.
Closing The Sale With Pressure Seal —Wilmer
Solve Serious Business Problems—Through Fun & Games! —Victor Printing Inc.

For more information on TradeMarts, click here.

Print Solutions 2005 Conference and Expo
The nation's premier show for the business printing industry will be held Oct. 18-20 at the Orange County Convention Center, Orlando, Fla. This year, the emphasis is on in-depth training and usable solutions. You will gain the expertise and know-how to do your job better and grow your business, whether you're in management or sales. For details, visit www.printsolutionsshow.com.

TOP TEN

Here are this week's top unusual source requests received by DMIA:

1. CD Folder; 6 panel; 17 31/32" x 19 27/32"; folds to 9" x 6 1/32"; prints 4cp+varn/0; bleeds; 18pt. SBS White stock; one panel die-cut to insert memo pad; spindle to hold CD; QTY=90M-100M
2. Stadium Concession Beer Tray; plastic; neck strap to help vendor carry tray; QTY=25-50
3. Point of Sale Plastic Bags; 13 1/2" x 17 1/2" and 9 x 14"; clear plastic; bottom loading; rigid plastic hook at top; peel-n-seal closure; QTY=5M-10M
4. Plastic Pump Spray Bottles; 1oz.-2oz.-4oz.; prints 2-3 colors; plastic lid; QTY=5M each
5. Continuous Form; 19" x 4"; prints 2/2; bleeds 3 sides; Aqueous coating; QTY=100M
6. Nylon Bag; drawstring will lock in place; 1 color imprint; QTY=2M-10M
7. Pill Box; 9 1/2" x 6 1/2" x 1 1/8"; plastic; includes days of week and times of day; QTY=100
8. Hotel Maps; 8 1/2" x 11"; prints 4cp; padded; 100 sheets per pad; QTY=10M sheets
9. Insta-Snow; add water to create lifelike snow; Q=500 - 1M packets
10. Digital Camera; high end; QTY=minimum

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
Silence is Golden
Many salespeople don't realize that silence is a powerful negotiating tool. Here are some situations where it works. Full story.