JULY 2010 5 The Top 100 Trade Printers

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433 EAST MONROE M A G A Z I N E In With the Old, In With the New Editor in Chief Peter L. Colaianni, CAE Vice President, Publications Brad Holt W Managing Editor Kristin Quinn Assistant Editor Krista Scarlett Contributing Editor George Crump Art DirectorProduction Manager Roxanne Rash Advertising Sales Dave Merli, Dana Brooks, Ryan Abell Publications Committee Bill English, CFC Mike Fisher, CDC Bob McAleavey George Smith, CDC Advertising Sales Print Solutions Magazine Advertising Depa

CONTENTS IN EVERY ISSUE 60 64 66 68 71 78 Industry News People New Products Services Calendar Classified Advertiser Index TOP 100 TRADE PRINTERS 12 The Triumphant 10 By Kristin Quinn and Krista Scarlett 14 Top 100 Trade Printers By Sales 27 FastestGrowing Trade Printers 28 Highest Sales Per Employee 30 Top Commercial Printing Sellers COLUMNS 3 433 East Monroe In With the Old, In With the New By Krista Scarlett Presidents Message PSDA...A New Beginning By George Crump 32 Top PaperBased Forms

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PRESIDENTS MESSAGE BY GEORGE CRUMP PSDA... A New Beginning I am hoping this article is not the first time you are learning about some exciting news in our PSDA family news about changes that will assuredly take our membership to the next level. In the event you missed my email or our press release last month, the PSDA Board of Directors has set a new course for PSDA by adopting an outsource business model for the management of the association. After researching and exploring a variety of opti

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PRESIDENTS MESSAGE BY GEORGE CRUMP our feet wet in the new communication medium. SmithBucklin is developing a social media strategy for all of the associations it manages. Using best practices from the commercial world, as well as its own marketing and technology expertise, SmithBucklin is pioneering a social media strategy that will bring more value to the members. Urgency for action lies in the fact that the tools we know nowFacebook, LinkedIn, Twitterwill likely change, but how people connec

TOP 100 TRADE PRINTERS 2009 SALES The Top 10 companies experienced substantial growth, but what about the other 90 By Kristin Quinn 12 PRINT SOLUTIONS PRINTSOLUTIONSMAG.COM JULY 2010

ince the beginning of 2010, economists and industry analysts have simultaneously encouraged and warned the printing industry business will turn around, but it will do so slowly and take years if ever to return to its prerecession success. This years Top 100 Trade Printers list is concrete evidence these predictions were sound. At first glance, the overall numbers are encouraging, but not overwhelmingly so. However, digging into the list, we discovered the turnaround isnt as blackandwhite as it a

TOP 100 TRADE PRINTERS 2009 SALES Ra nk PS DA Me mb er Co mp any He adq uar ters C h from ange 08 09 Sal es 1 Ennis Inc. Midlothian, TX 584,029,000 4 Includes sales of 360 Custom Labels, Adams McClure, Admore, Advertising Concepts, Alstyle Apparel, BD Litho of Arizona, Block Graphics, Calibrated Forms, ColorWorx, Enfusion, GenForms, General Financial Supply, Northstar, Specialized, Star Award Ribbon, Trade Envelopes, Uncompromised Check Solutions and Witt Printing. Sales volume reflects

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TOP 100 TRADE PRINTERS 2009 SALES PS DA Me mb er Co mp any He adq uar ters Ra nk C h from ange 08 09 Sal es Company CloseUp CEO Mark Freeman of No. 79 company Inspec Tech Inc., Valley Head, Ala., says 2009 started slow but ended well, with the company nabbing honors for its dedication to the print industry. Inspec Tech was named one of Inc.s 5,000 fastest growing companies in America for a second consecutive year, as well as a finalist for the 2009 Alabama Technology Networks Manufacturer of th

TOP 100 TRADE PRINTERS 2009 SALES PS DA Me mb er Co mp any He adq uar ters Ra nk C h from ange 08 09 Sal es Company CloseUp 2009 was a challenging year, especially in Michigan, says Controller Suzanne Medinis of No. 99 company Cadillac Looseleaf Products. The company saw a steady decrease in the volume of binders it produced. Our goal was always to stay on top of the technology wave, so we diversified ourselves with our customers, Medinis says, which included investing in several digital and wi

TOP 100 TRADE PRINTERS 2009 SALES PS DA Me mb er Co mp any He adq uar ters Ra nk C h from ange 08 09 Sal es Company CloseUp Apex Color, Jacksonville, Fla., credits its No. 61 ranking to its upgraded prepress software and redesigned website storefront which automates workflow. We found that customers are buying smaller quantities of forms and commercial printing, so our goal was to process a greater number of orders in the least amount of time, and improve proof and delivery schedules for our cu

TOP 100 TRADE PRINTERS 2009 SALES PS DA Me mb er Co mp any He adq uar ters Ra nk C h from ange 08 09 Sal es Company CloseUp Clevelandbased Business Stationery LLC ranked No. 71 on this years list by focusing on its webtoprint offerings. Director of National Sales Mark Cupach says the company invested heavily in developing new partnerships using webtoprint programs and educational webinars about current marketing challenges. Even in a down year, those efforts paid off, Cupach says, with BSI writ

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TOP 100 TRADE PRINTERS 2009 SALES PS DA Me mb er Co mp any He adq uar ters Ra nk C h from ange 08 09 Sal es Company CloseUp Last year, No. 65 company Graphic Dimensions, Atlanta, opened a new facility in Petersborough, N.H. The facility produces a wide range of envelope and stationery products, as well as custom business printing, such as documents, checks and unit sets. For the 16th consecutive year, Graphic Dimensions grew its top line revenue compared to the prior year. But, this years surpr

TOP 100 TRADE PRINTERS FASTESTGROWING Company CloseUp Last year, No. 75 company and fastest growing trade printer Thorn Hill Printing of Freedom, Pa., increased its distributor sales by 2 million by focusing on both production and sales. In our production area, we added a commercial, halfsized web press that gave us near sheet fed quality, superior speed, lower overall costs and the ability to offer additional products, says Kirstan Tervo, director of marketing for MSP. The company broadened its

TOP 100 SALESSALESEMPLOYEE TRADE PRINTERS HIGHEST 2009 PER Highest Sales Per Employee Print Solutions calculates sales per employee by dividing the 2009 sales figure supplied by each company by the number of employees. Rank Company 1 2 3 4 5 6 7 8 9 10 Paris Business Products Three Dog Logistics Synergy Label RiteMade Paper Converters Inc. Dynamic Print Group Inspec Tech Inc. Datatel Resources Corporation Company CloseUp No. 5 company Paris Business Forms, Westampton, N.J., grew its sales treme

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TOP COMMERCIAL SALES 2009 PRINTING SELLERS TOP 100 TRADE PRINTERS Company CloseUp Last year, No. 34 company PartnerPrinting.com, Riverside, Calif., increased its average number of buying accounts by nearly 50, says Vice President of Sales and Marketing Dean Lerch. And, the companys average number of orders sold increased by 40. Basically, we had more customers buying from us, but they were buying at smaller total amounts, Lerch says. He adds, The addition of an expanded label line, digital pre

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TOP 2009 SALES SALES 100 TRADEPRODUCT PRINTERS 2009 BY Top PaperBased Forms Sellers Listed here are the 10 trade printers that reported the highest dollar volume in the paperbased forms category. Paperbased forms are defined as stock and custom forms, checks, letterhead, cut sheets, mailers and other paperbased forms not included in the commercial printing and labels and tags categories. Rank 1 2 3 4 5 6 7 8 9 10 Company Ennis Inc. Paris Business Products PRINTSouth Corporation RiteMade Paper Co

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TOP 2009 SALES SALES 100 TRADEPRODUCT PRINTERS 2009 BY Top Service Sellers Listed here are the 10 trade printers that reported the highest dollar volume in list management and acquisition, mailing services, marketing program development, design services, ROI calculation and webtoprint services. Rank 1 2 3 4 5 6 7 8,9,10 8,9,10 8,9,10 Company PRINTSouth Corporation Three Dog Logistics Shapco Printing Inc. Corporate Disk Company Prodigital Printing H.C. Miller Company Nieman Printing Inc. DataMart

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TOP 2009 SALES SALES 100 TRADEPRODUCT PRINTERS 2009 BY Top Plastic Products Sellers Listed here are the 10 trade printers that reported the highest dollar volume in the plastic products category, which includes plastic cards affixed, integrated and unattached, plastic signs, plastic pointofpurchase materials and other plastic products. It does not include plastic promotional items. Rank 1 2 3 4 5 6 7 8 9,10 9,10 Company Teraco Inc. Shapco Printing Inc. Edison Litho Gill Studios Inc. Plastic Reso

TOP 100 TRADE PRINTERS INDEX BY SALES 2009 COMPANY Company Overall Rank Company Overall Rank Company Overall Rank 4over Inc. .............................................. 6 5 Day Business Forms.......................... 70 Albuquerque Printing Company ........... 40 AllenBailey Tag Label Inc. ............... 59 AmeriCAL Inc. ..................................... 57 AmeriPrint Corporation ........................ 60 Apex Color .......................................... 61 ASAP Printing Corporat

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SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO Print Solutions Conference Expo, Baltimore Charm City hosts PSDA education programs aimed at redefining print industry roles. J effrey Hayzlett recalls sitting on an airplane with a 25yearold a few years ago when he was on his way to start his new job as chief marketing officer for Eastman Kodak. Hayzlett was thrilled by the challenges he faced. Kodak had missed opportunities to capitalize on new technologies, including digital print and imagin

SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO The same attitude was present at Print Solutions in Baltimore. This years show focused on the industrys need for transformation, from repositioning distributorships in the marketing services arena, to riding the digital wave by learning about technological advances such as QR codes and social media. More than 180 companies exhibited their product capabilities at more than 230 booths on the show floor. A total of 1,227 attendees visited Print Solu

SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO Attendees represented a mix of young and seasoned sales reps the collective years of sales experience in the room equaled 1,515. Joshua White is a support services specialist at Pennsylvaniabased distributorship Consolidated Graphic Communications. His company sent 15 sales reps to the program. White says seeing the youth and enthusiasm in the session was very encouraging. It makes me think this industry can grow with youth and new ideas, and effe

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SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO Transitioning to Marketing Services Provider Meanwhile, participants in the Owners and Executives Marketing Services Provider Program, hosted by Peter Winters and Dale Rothenberger of The Winters Group, discussed the role of the CMO and marketing services provider. Winters said marketing services providers create opportunities for the CMO to get closer to his or her customer base by facilitating dialogue with customers, following through on those

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SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO PEAK Awards Presentation Lunch Winners of Print Solutions Magazines Print Excellence And Knowledge PEAK Awards were recognized at a luncheon sponsored by Appleton, eQuantum and Western States Envelope Label on the first day of the conference. Dave Wandling, CDC, who recently retired from the Flesh Company, received the 2010 Presidents Award, which recognizes an individual who has made a significant contribution to the business printing industry.

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SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO friendships and create more business opportunities than I, or my company, could have otherwise. Two industry leaders were also recognized in memoriam at the awards ceremony Royal Scud Flesh, 91, a founding member in 1946 of the Independent Business Forms Dealers of America, which later became PSDA and R. Michael OHara, 71, PSDA president in 198687, who served on several PSDA Boards of Directors subsequent to his presidential term in 198687. Break

SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO campaigns, but their customers want solutions, good service and high quality. When selling, you need to move out of your comfort zone and into an effective zone, Flannagan said. Talk the customers language, not ours. Flannagan suggested attendees should spend less time selling features and more time selling values. Features tell, values sell, he said. Youre in a selling mood if youre using one of these words values, advantages or benefits. You alw

SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO designs Laser Excel created for various packaging products. The company produces several packaging materials for the entertainment business, and Headrick was busy discussing the companys capabilities with expo attendees. Digital Reigns Supreme on the Show Floor In the last two years, PKA Consulting President Patrick Kelly sold more than 10 million in webtoprint solutions. During the Idea Exchange Center session WebtoPrint Done Right, Kelly discus

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SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO These 11 veterans have a total of 447 years of printing industry experience. Members of an informal group called the Dead Poets Society, they became friends while working trade shows together. The Society was organized by Jim Foster, national accounts manager of TFP Data Systems, Carmel, N.Y. There are no rules and no dues, Foster says. You just have to be over 55 and vertical. Kim Mesplay fails the age requirement and is an honorary member, Foste

SPECIAL REPORT PRINT SOLUTIONS CONFERENCE EXPO their varying corporate strategies and experiences with social media, and compared the medium to past technological resistance with computers and email. Tedesco said monetization of social media is coming. In the meantime, he added, How do you put a price on loyalty or a deeper relationship with your customers Jeffrey Hayzlett, keynote speaker at Print Solutions and former CMO of Eastman Kodak as of May 28, said he doesnt understand why more compa

INDUSTRY NEWS Alliance CE Printed Products, Data Management Center CE Printed Products Inc., Carol Stream, Ill., and Data Management Center, Glendale Heights, Ill., announced a strategic alliance to deliver a national network for outsourcing billing services, print to mail, mailing services, digital and laser variable imaging, custom envelopes and letterheads, electronic delivery and online archiving. The network includes CEs facilities in Chicago, Baltimore and Atlanta, and Data Management Cent

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INDUSTRY NEWS Pitney Bowes Receives Supplier Excellence Award Pitney Bowes Management Services Inc. was selected as the recipient of a supplier excellence award from Eastman Chemical Company. To qualify for this award, Pitney Bowes had to meet criteria for delivering quality, cost efficiencies, customer satisfaction and safety. The company achieved a service delivery level of 99.2 and delivered nearly a half million dollars in cost savings and process improvements over the past year. pb.com The

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PEOPLE HONORS The Strategic Print Alliance, Goodlettsville, Tenn., created a memorial for Royal Scud Flesh, a founding member in 1946 of the Independent Business Forms Dealers of America, which later became PSDA. He died May 7 following an apparent heart attack. His son, Roy, is CEO of the family business, The Flesh Company, St. Louis, and was PSDAs Presidents Award winner in 2007. The first recipient of the Flesh Membership Award is LabForms of Santa Ana, Calif., which the alliance described as

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CLASSIFIED TAGS LABELS AD INDEX Interact with the companies whose products and services are advertised in Print Solutions. Go to www.printsolutionsmag.comadindex.html. Visit Print Solutions Magazine on the web www.printsolutionsmag.com. If youre an advertiser and would like your website or email address listed a free service, contact Roxanne Rash at 703 8366232, ext. 118 or rrashpsda.org. The advertiser index is published for readers convenience. While every effort is made to list information

SPOTLIGHT Everything Old is New Again Denverbased Foils Dies Vintage Pressworks keeps letterpress printing alive in the 21st century. BY KRISTA SCARLETT A few months ago, Rob Barnes and a friend were at a party. How are the girls doing Barnes friend asked. I just got a new one, Barnes replied. Her name is Brigitta. I dumped about 4 or 5 grand into fixing her up. I hope she starts to produce soon. A female partygoer overheard the conversation and was appalled. Barnes friend caught her reactio

SPOTLIGHT Caring for antique machines is a fulltime job, which consists of fixing technical malfunctions inhouse as they arise and proper cleaning daily, Barnes says. People are often amazed when they see the presses, he says. They think theyre only a few years old. Barnes compares their upkeep to that of caring for a lover Take care of them, and they will take care of you. tal seems supreme Everything old is new again, Barnes says. Theres obviously a new and very different generation exposed to

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