The Print Solutions Weekly Newsletter
March 18, 2005

Open this issue in your browser: http://www.dmia.org/sol_center/enewsletter/05mar18.html

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NEWS

Discussions Energize Distributors at Small Distributor Summit
<http://www.dmia.org/em/smalldist.html> The 2005 Small Distributor Summit drew more than 80 attendees to the Embassy Suites Hotel, Grapevine, Texas. The summit, held March 12-14, is an educational and networking program for distributors with annual sales volumes of $2.5 million or less. Dick Gray, CDC, president of distributorship Xtension Technologies Inc., Laguna Hills, Calif., served as the event's chairman.

First-time attendee Thomas Kujawski, owner of M7 Business Systems, Denver, arrived with a list of goals. "It was a very good opportunity to meet with industry leaders and glean their expertise and knowledge," he says. Kujawski, who started his distributorship in October 2004, compares the open exchange of ideas to having an 80-person board of directors: "It's a group that you open the inside of your business to and get opinions on what you're doing right or wrong," he says.

Steve Richmond, production manager at <http://www.olivan.ca> Olivan Marketing Ltd., Brampton, Ontario, looked forward to sharing the ideas he learned with his co-workers and returning next year. "It made good use of everybody's time," he says. "A whole lot of very good information was shared."

The Small Distributor Summit included distributor-run sessions on balancing business and personal time; educating employees; capturing customers' promotional products business; growing a distributorship; and email marketing. The meeting also included manufacturer-education sessions by sponsors <http://www.ennis.com> Ennis Inc., Midlothian, Texas; <http://www.fleshco.com> The Flesh Company, St. Louis; <http://www.national-imprint.com/> National Imprint Corporation, Deer Park, N.Y.; <http://www.telemarkforms.com> Telemark Diversified Graphics, Sturgis, Mich.; and <http://www.wbf.com> Wise Business Forms Inc., Alpharetta, Ga.

At lunch, attendees discussed topics such as changing sales compensation plans, ways to reach decision-makers and working with graphic artists. For instance, one group discussed distributor and end-user relationships. Jerry Ballone, president of <http://www.computerbusinessforms.com> Computer Business Forms Inc., Marietta, Ga., emphasized the need to be honest with customers and their expectations. "If I have an order I think I can get shipped in three days, but I know I can get it shipped in four, I tell my customer four."

<http://www.dmia.org/em/sds05pic1.html> Click here for photo coverage of the event.

<http://www.deluxe.com> Deluxe Net Up Slightly
Deluxe reported net income of $198 million in 2004, up slightly from 2003. Other items from the annual report to shareholders:

 * Revenue was $1,567.0 million, up $324.9 million from 2003. NEBS contributed revenue of $363.2 million.  (Deluxe acquired NEBS in the summer of 2004.)

 * Gross margin was 65.8%, flat compared to 2003. NEBS results decreased our gross margin by 1.1 percentage points, offsetting the savings from manufacturing efficiencies. NEBS has historically had lower gross margins than our other businesses because of its non-check product mix.

 * Selling, general and administrative (SG&A) expense was 43.6% of revenue, compared to 39.7% in 2003. NEBS results increased our SG&A percentage by 3.7 percentage points. <http://biz.yahoo.com/e/050316/dlx10-k.html> Full story.

<http://www.relizon.com/> Relizon Awarded 5-Year, Multimillion Dollar Contract Extension
The Relizon Company, Dayton, Ohio, announced that it was awarded a 5-year, multimillion dollar contract extension by Southern New Hampshire Medical Center (SNHMC). Under the agreement, Relizon will continue to manage the entire document process for SNHMC's clinical and non-clinical documents, a solution Relizon has been providing the center since 1999.

<http://www.formstore.com> FormStore Incorporated Gets Huge Response to its Health Care Program
FormStore Incorporated, Fenton, Mo., reported a huge response to its new Digital Print Solutions for HealthCare Program. More than 550 distributors responded to the initial promotion, company President Paul Edwards, CFC, said. The new sales kits, including the 22 digitally printed health care application samples, the digitally imaged donut box, tissue box cover and presentation folder, are designed to help distributors get entire digital print programs. FormStore also is seeking feedback on  how the kit works in presentations to clients. Users can <http://www.formstore.com/healthcare_survey.htm> complete a survey and be entered in a drawing to win an Apple iPod.

<http://www.officemax.com> OfficeMax Earnings Drop 90 Percent
OfficeMax Inc., Itasca, Ill., reported a 90 percent drop in fourth-quarter earnings to $700,000, but its chairman dismissed the need to consider splitting up the beleaguered company, as a shareholder group has proposed. George Harad, who also became interim CEO last month when Christopher Milliken resigned in the wake of an accounting scandal, said this would be "a particularly inopportune time" for the company to change direction since other strategic steps already are being taken. Those actions, he said, include reshaping top management, integrating contract and retail operations, being more selective with promotions, reducing debt and committing $775 million to $815 million toward a planned share repurchase.

<http://www.ngresults.com/> Newgen Acquires Reynolds' Campaign Management Services Business
Newgen Results Corporation, San Diego, and The Reynolds and Reynolds Company, Dayton, Ohio, announced Newgen's acquisition of Reynolds' Campaign Management Services business consisting of dealer contracts and software licenses. Additionally, Newgen has been named a Reynolds Certified Interface partner, with access to the Reynolds ERA® and ERA XT dealer management systems, as well as the Reynolds ERA XTR and Reynolds Generations Series Suite retail management systems.

<http://www.internationalpaper.com/> International Paper to Sell Industrial Papers Business
International Paper Co., Stamford, Conn., agreed to sell its industrial papers business for $180 million to private equity firm Kohlberg & Co. The business includes paper mills in DePere and Kaukauna, Wis., and paper converting facilities in Menasha, Wis., Lancaster, Ohio, and Heerlen, Netherlands. The operations employ 1,400 workers.

Call for Entries: 2005 Print Solutions Magazine PEAK Awards
Win a Print Excellence And Knowledge (PEAK) Award and prove your talent to the marketplace! A PEAK award is a valuable marketing tool that will raise your company's profile and show clients and prospects that your work is the best in the industry. PEAK awards recognize companies that meet customers' printing needs through creativity in design, manufacturing, fulfillment, and other services that solve problems or improve a client's business. <http://www.printsolutionsmag.com/peak.html> Click here for complete information and entry forms. The deadline for entries has been extended to June 1.

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select*Print: Total Business Solution, Case Studies, One Source Statement Processing, Personalized Direct Mail. Click here: http://www.selectprint.com/
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SOLUTION OF THE WEEK

Redefining Rush Jobs
<http://www.artwaynemarketing.com> It's 4:30 p.m. on Monday, Jan. 24, and Wayne Prasertong just received a call from Sunrise Identity. The Woodinville, Wash., company needs 6,400 newspaper bags printed and shipped by Friday. Prasertong, who sells a bevy of bags dubbed Awesome Line, says yes to the order in a hurry. His usual turnaround time for a project is two to three weeks—still fast—but this job redefines "rush order" for his 2-year old company, <http://www.artwaynemarketing.com> Art Wayne Marketing Inc., Monrovia, Calif. "That's probably our forte—that we can get work done really fast," says Prasertong, the distributorship's president. <http://www.dmia.org/sol_center/enewsletter/enews_articles/sow031805.html> Full story.

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Digital Print Solutions For Health Care -  FormStore Incorporated
Visit http://www.formstore.com/healthcare.htm
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SALES AND MARKETING TIP

Even Search Engines Know The Value Of Blogging
You can't look very far online without seeing a weblog or blog. They're increasing in popularity and many companies are starting to use them to communicate with their customers about latest projects or new products in a "human voice." <http://www.workz.com/content/view_content.html?section_id=464&content_id=6762> Full story.

E-COMMERCE SPOTLIGHT

Improve Web Sales Figures Forever And Ever
"How do I improve web site sales figures?" The CEO roared at the web developer. The developer looked a little confused and mumbled something. The CEO then went to his marketing department and bellowed "How do I improve our web site sales conversion rates?" A few mouths opened as if to speak, but nothing came out. Exasperated, the CEO turned to a guy painting a wall and said, "Can you answer this question?" What did he say?
<http://www.workz.com/content/view_content.html?section_id=480&content_id=6757> Full story.
<http://www.printsolutionsmag.com/peak.html> <http://www.printsolutionsmag.com/peak.html> More Information

PRODUCT OF THE WEEK

Exhibiting at Tradeshows
This books helps you learn about the four "Ps" of exhibitor marketing. It includes tips on determining exhibition budget and turning trade show leads into sales. Code: PM114. Member Price: $11.95. To order, contact <mailto:tdavis@dmia.org> Tina Davis.

HOT SITES

<http://auto.consumerguide.com/> Consumer Guide Automotive
This site has been around for a while, but has a new design that's highlighted by two clear menus for getting free quotes on your choice of new or used cars. There also are informative pages on prices, ratings and reviews, best-buy vehicles and articles on the automotive industry. Definitely worth a look, especially if you're in the market. <http://auto.consumerguide.com/> Visit the site.

<http://www.healthfinder.gov/> Healthfinder
Looking for information on the common cold? Want some answers on caffeine? Don't feel like sorting through a mass of sites from a search engine? Give Heathfinder a try. Searching for health topics yields relevant results and top news headlines on the subject.
<http://www.healthfinder.gov/> Visit the site.
<http://www.selectprint.com/>

WHAT'S NEW AT DMIA?

TRADEMarts
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:
April 5 - Baltimore, MD
April 6 - Hampton, VA

Baltimore Seminars Include:
<http://www.dmia.org/em/tm2005/ses_baltimore.html#wise> Selling Variable Data Solutions for a Marketing Campaign —Wise
<http://www.dmia.org/em/tm2005/ses_baltimore.html#info> Pressure Seal for the Financial Services Market – Distributor Case Studies —InfoSeal, LLC
<http://www.dmia.org/em/tm2005/ses_baltimore.html#tele> Technology Driven Print —Telemark
<http://www.dmia.org/em/tm2005/ses_baltimore.html#wilmer> Closing The Sale With Pressure Seal —Wilmer

Hampton Seminars Include:
<http://www.dmia.org/em/tm2005/ses_hampton.html#wise> Selling Variable Data Solutions for a Marketing Campaign —Wise
<http://www.dmia.org/em/tm2005/ses_hampton.html#info> Pressure Seal for the Financial Services Market – Distributor Case Studies —InfoSeal, LLC
<http://www.dmia.org/em/tm2005/ses_hampton.html#wilmer> Closing The Sale With Pressure Seal —Wilmer

For more information on TradeMarts, click here: <http://www.dmia.org/em/trade_marts.html>

Spring Management Conference
<http://www.dmia.org/em/plan_conf.html> DMIA's Spring Management Conference will be held April 13-16 at JW Marriott Starr Pass Resort & Spa, Tucson, Ariz. Sessions are designed for presidents, CEOs, sales managers, sales reps and customer service managers looking for practical ideas they can implement immediately. The comfortable, casual, and friendly meeting formats will encourage you to ask questions, share successes and challenges, explore new perspectives and challenge conventional thinking. This is your opportunity to explore new tools, techniques, and processes; discover models of innovation; and expand your network. For details, <http://www.dmia.org/em/plan_conf.html> click here.

RCG Webcast on Benefits
Confused by the jargon of the consulting industry and consultants' approach to designing, funding and securing nonqualified benefits? Join William L. MacDonald, CEO of Retirement Capital Group Inc., San Diego, at a webcast on March 22 from noon to 1 P.M. EST. MacDonald will discuss nonqualified plans and how they can be best utilized in your organization. This webcast is designed for HR, finance, legal and other executives. For more information, visit <http://www.retirementcapital.com> www.retirementcapital.com.

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Print Solutions Magazine 2005 PEAK Awards -- Deadline is June 1.
http://www.printsolutionsmag.com/peak.html
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TOP TEN

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

 1. Packing List Envelope; 3 1/2" x 6 1/2"; Brown Kraft; prints 1 color; hole punched with reinforced patch; QTY=15M-20M
 2. Bottling Equipment; used to fill, cap and place tamper evident sleeve on 1 3/4" x 4" plastic bottles; QTY=100-200/hour
 3. Tags; 1 1/4" x 2 1/2"; prints 4cp/4cp; hole punched; insert elastic string; QTY=400M
 4. Wooden Propeller Clocks; 36" long with clock in the middle; QTY=1-5
 5. Colored Carabiners with knife attached; laser engraved; QTY=250-500
 6. Apply a Magnetic Stripe to Supplied 5" x 7" Cards; stripe is 1" x 7"; QTY=5M
 7. Ultraviolet (UV) Clamshell Packaging Equipment
 8. Waterproof Beef Cutter Aprons; prints up to 4cp; QTY=200-500-750-1M
 9. Contract Packaging of Foil Packets for Shampoo, Conditioners, Lotions, etc.; prints up to 4cp; QTY=25M=100M
 10. Statement Process/Data Management; 8 1/2" x 11" cut sheet prints 2 colors; variable imaging; inserting and mailing; QTY=2M per day; 500M/year

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The Print Solutions Weekly is designed by Christine Sachs and edited by Preeti Vasishtha with contributions from Darin Painter and Andy Brown.

Contact us at <mailto:psweekly@printsolutionsmag.com> psweekly@printsolutionsmag.com. Visit Print Solutions Magazine at <http://www.printsolutionsmag.com>  www.printsolutionsmag.com.
To advertise, <mailto:ckelly@dmia.org?subject=Interested_in_E-Weekly_Advertising&cc=bholt@dmia.org> click here.

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