irga 0020205 issue2

REPRO REPORT Volume 24March/April

2005

REPRO REPORTVol. 24 • No. 2 • 2005

6 Convention Education PreviewHighlights from the educational programsfor the 79th Annual IRgA Conventionand Trade Show, being held May 11-13 inLas Vegas.

10 Charging for Digital ServicesBy Andrea MayHow much should you charge your customersfor CD burning and other digital services?Learn how your peers are handling thisthorny question.

24 Reprographics and theNew Tax LawsBy K. SchipperHow the IRS interprets the American JobsCreation Act of 2004 could affect thereprographics industry.

26 Disaster! Planning Ahead HelpsReprographics Shops Preparefor the WorstBy Ed AvisNatural disasters, fires, even computer crashescan bring your business to ruin. Use these tipsto protect your company before disaster strikes.

30 Family Ties: MaintainingHarmony in the Family and inthe BusinessBy Scott CullenIn the first installment of a three-part series,REPRO REPORT examines how family-runreprographic shops keep their families healthyand their companies strong.

Features

4 President’s Perspective

14 Business Book Review

17 Repronomics

18 Insurance Primer

20 Association Highlights

22 In the News

34 Product Innovations

37 Classified Ads

38 End of the Roll

Any statement of fact or opinion is the responsibility of the author alone and does not imply an opinion of the board of directors, staff, or members of the International Reprographic Association (IRgA). Subscriptions are free to IRgA member contacts; additional subscriptions are available at the cost of $30/year for members and $150/year for non-members(international subscribers; please add $20 per subscription). No part of this publication may be reprinted without the written permission of the editor. Send reprint and subscription inquiries c/o the IRgA.

Write USSend mail to: The Editor REPRO REPORT401 N. Michigan Ave., Suite 2200Chicago, IL 60611, or to [email protected]

Amy Carlton: Managing EditorWilliam Wargo: Design/Production

Editorial CommitteeReg GarnerTriangle ReprographicsOrlando, FL

Chuck GremillionA&E – The Graphics ComplexHouston, TX

Bill SchabergAmerican Reprographics CompanyFairfield, CT

Dan StephensGeorgia Blueprint Co., LLCAtlanta, GA

Navina WatermanReproSceneMyrtle Point, OR

Gary WilburR.S. Knapp/NapcoWest Lyndhurst, NJ

IRgA Board of DirectorsChuck Gremillion, PresidentA&E – The Graphics ComplexHouston, TX

Michael Shaw, Vice PresidentCentral Blueprint Corp.Great Neck, NY

Michael Carter, Secretary/TreasurerLynn ImagingLexington, KY

Robert Margolis, Immediate Past PresidentCrest GraphicsFarmington, CT

Bryan Thomas, Director-at-LargeThomas Reprographics, Inc.Richardson, TX

Malkon BaboyianOcé Digital Document SystemsBoca Raton, FL

Mike CullyAIR GraphicsNorth Quincy, MA

Betsy KahnCopycat Print Shop Inc.Wilmington, NC

Sherman SawtelleKIP America, Inc.Novi, MI

Mark SipesConsolidated ReprographicsCosta Mesa, CA

Dan StephensGeorgia Blueprint Co., LLCAtlanta, GA

Gary WilburR.S. Knapp/NapcoWest Lyndhurst, NJ

Steve Bova, CAE, Executive DirectorIRgAChicago, IL

© 2005 The International Reprographic Association

In This Issue

The bimonthly news magazine of theInternational Reprographic Association401 N. Michigan Avenue, Suite 2200 Chicago, IL 60611Tel: 312/245-1026; Fax: 312/527-6705http://www.irga.com

Chuck Gremillion

President2004-05

4 ReproReport.com • March/April 2005

PRESIDENT’SPERSPECTIVE

As has been stated here inprevious columns by both mypredecessor, Bob Margolis,

and yours truly, one of the mostimportant strategic tasks that theInternational ReprographicAssociation must undertake is tobrand the reprographic industry. Weall know how challenging it can be todescribe our profession as well as all ofthe services that a reprographerprovides. How many of you have evervisited with a neighbor oracquaintance and been asked whatbusiness you were in? It probably wasnot a one-word answer. Or if it was, itwas followed by another query of“What’s reprographics?”

Adding further credence to theimportance of branding reprographicsis the fact that reprographers areexperiencing competition from new,non-traditional sources in ourtraditional market of architects,engineers and contractors. In addition,

we reprographers are diversifying ourbusinesses to serve markets outside ofthe A/E/C industry like restaurants,retail outlets and institutions such ashospitals and universities. Many of

these “new customers” are not familiarwith the term reprographics, whichfurther adds to our dilemma of how todistinguish ourselves from others. Astrong brand solves this problem.

Branding has been defined as anemotional response to a positiveexperience. Reprographers areprofessionals who are in the businessof delivering outstanding customerservice that can play a significant rolein our clients’ success. When ourcustomers consistently receive experthelp producing their documents tomeet their deadlines over and overagain, those repeated positiveexperiences breed a strong sense ofloyalty fulfilling the requirements of astrong brand. The challenge thenbecomes to brand the reprographicservice that reprographers provide andcustomers experience.

Examples of this in other industriesare the brands of Starbucks Coffee,Apple Computer and Harley-Davidson. Customers of theseorganizations experience a warm,comfortable, secure feeling whenbuying or using the products orservices of these companies comparedto the feeling that they would receivebuying or using competitors’ productsor services. It is this kind of brandloyalty that some of us may experiencefrom our own customers who have hadrepeated positive experiences with ourindividual reprographic firms.

Now for the hard part. The Board ofDirectors of the IRgA is creating abranding task force to investigate thisopportunity. However, as one mightexpect, this presents quite a challenge.In addition to creating the brandingstrategy itself, we cannot brand anindustry without its support. Hencethe importance of supporting theIRgA. One might ask “How can I

show my support?” The answer is in anumber of ways:

• Tell others in the industry howimportant and valuable membershipis and encourage them to join theIRgA if they are not membersalready.

• Come to the convention…what agreat way to support the industry!

• Do business with vendors,advertisers and sponsors thatsupport the IRgA.

If value is what drives membership inany organization, what better way toprovide value to reprographic industrymembers than to create a strong brandfor the reprographic industry? Don’twe all believe that reprographersprovide a better product, bettercustomer service and more value thanthe corner copy shop, some of whomhave their own recognizableinternational brand? If your answer tothe previous two questions was anunequivocal “yes!” then I ask thatyou support the IRgA and its effortsto brand the reprographic industry.More details to follow in the comingmonths as they develop.

See you at the 79th AnnualInternational Reprographic AssociationConvention & Tradeshow May 11-13at Caesars Palace in Las Vegas! ●

Chuck Gremillion is president of A&E –

The Graphics Complex, Houston, Texas.

He may be reached at 713/621-0022 or

[email protected].

A Brand New Task Force

If value is what drives

membership in any

organization, what better

way to provide value than to

create a strong brand for the

reprographic industry?

ReproReport.com • March/April 2005 7

THURSDAY, MAY 1210:30 am – NoonTHREE CONCURRENT BREAKOUTSESSIONS

Session Breakout 1:EXPANDING YOUR BUSINESSSELLING FMsStan Jernigan (The Mentor Group)

The purpose of this session is toemphasize the importance of FMs to theongoing success of our industry and then toprovide concrete information on how toenter and be successful in selling FMs inyour local market.

Topics of discussion include:• A comprehensive look at what a FM is

and why FMs are so important to ourindustry today

• A detailed guide for organizing yoursales force to sell FMs

• Specifics of the FM sales pitch – whatworks, what doesn’t

Session Breakout 2:CHANGING BUSINESSLANDSCAPE PANELDISCUSSION & OPEN FORUM:FACING POWERFUL COMPETITIONFROM CIN & iSQFTKevin Rowe (US Reprographics Network) Rock Gremillion (A&E – The GraphicsComplex)Greg Howard (Lawton Reprographics)Dan Stephens (Georgia Blue)

Attendees in this session will leave with anawareness of powerful new competitorsthat have entered our marketplace. Thepanel will discuss the challenges these newcompetitors have introduced into theirlocal markets and how they have respondedto those challenges.

Topics of discussion include:• What do these new competitors do?• How have they approached our

customers?• How successful have they been?• What are your predictions for their short-

term and long-term success?• What strategies have you used to fight

these challenges?

Session Breakout 3: FINANCIALUNDERSTANDING YOUR FINANCIALSTATEMENTBrett Scully (eBlueprint)

This session will provide you with insightinto how you can better understand yourfinancial statement and use thatknowledge to improve the management ofyour company in a number of ways. Bretthas promised that this will be alighthearted session rather than a “beancounter” bore.

Topics of discussion include:• What does your balance sheet say about

your business?• How to understand and use your income

statement • Managing cash flow

FRIDAY, MAY 138:00 am – 9:30 am THREE CONCURRENT BREAKOUTSESSIONS

Session Breakout 4:SALESSALES COMPENSATION PACKAGES &INCENTIVESDave Fellman (Dave Fellman Associates)

It’s a sad fact that very few printingcompanies are happy with their currentcompensation plans. The purpose of thissession is to provide attendees withcreative – and proven – ideas on how toreformulate their sales compensation andincentive programs for maximumeffectiveness.

Topics of discussion include:

• The essential elements of an effectivecompensation program

• Underlying organizational factors(geographic territories vs. verticalmarkets vs. assigned client/prospect list;time/territory management; and“action standards”)

• The role of incentives in effective salescompensation

Session Breakout 5: CHANGING BUSINESSLANDSCAPE PANELDISCUSSION & OPEN FORUM:REVISING YOUR WORKFLOW FROMANALOG TO DIGITAL Curtis Metz (A&E – The GraphicsComplex)Vince Pingel (Western Blue)

You are encouraged to rethink the workflow procedures currently used in yourshop – to ensure that you are maximizingproductivity in the new digitalenvironment.


• Realities of what has changed inour shops

• Typical analog workflow• Changes needed when going to digital• Concrete examples from A&E• “Not so obvious” things that change

when going from analog to digital

Session Breakout 6: EXPANDING YOUR BUSINESSSELLING OUTSIDE THE BOX: LARGEAND SMALL FORMAT COLOR Reg Garner (Triangle Reprographics) Rick Porter (Blair Graphics)

This session will explore ways in whichyou can “increase the size of the pie” inyour local markets by branching out moreaggressively into color printing.


• The growing color market• How things have changed in the past

three years• Why reprographics has a natural niche in

this market• What you need to know when

starting out- Equipment- Pricing- Sales

• Your new customers• What’s worked and what hasn’t

EDUCATIONAL SESSIONS


FRIDAY, MAY 1310:00 am – 11:30 am THREE CONCURRENT BREAKOUTSESSIONS

Session Breakout 7: MARKETINGMARKETING WITH MEANING:TAKING THE FUZZ OUT OF “WARM &FUZZY”Navina Waterman (ReproScene)

In this session you will hear down-to-earthinformation on how a repro firm cansuccessfully go about marketingthemselves within their local markets.


• Marketing = Two-way communication• Low budget, no problem• Getting creative• Ten little things that matter• A brand that says something• Choosing mediums that buzz• Going beyond ho-hum• Five bigger things that matter• Specific dos and don’ts for:

- Web sites- E-mail campaigns- Newsletters- Brochures- Getting outside “The Box”

Session Breakout 8: CHANGING BUSINESSLANDSCAPE PANELDISCUSSION & OPEN FORUM:CHARGING FOR DIGITAL SERVICESChuck Hayes (OCB) Kent Long (Thomas Reprographics)Bob Roperti (Jiffy Reprographics)

This lively discussion is to impress theimportance of shifting the revenue modelso that a significant portion is generatedby charging for digital services. Concreteexamples of how to charge and how todeal with customer objections will beprovided.


• Replacing shrinking print revenues withextra charges for digital services

• So how much do we need to recoup? • How do you go about doing that?• Specific examples of services provided

and charges made for those services• Challenges of this “mind shift”

- with employees- with sales people- with customers

Session Breakout 9: EXPANDING YOUR BUSINESSPANEL DISCUSSION & OPENFORUM:SELLING AND SERVICING EQUIPMENT Gary Wilbur (R. S. Knapp)Dan Bruich (Dieterich Post) Steven Mueller (Blueprints, Inc.)

This session will explain some of theissues, problems and solutions that arisewhen you become involved in selling andservicing equipment.


• Each company’s history with equipmentsales and service

• How this fits into our business today• What you need to know when starting

out• Equipment

- Pricing Strategies- Sales Techniques- Your new customers

• Dealing with direct sellers• Dealing with online competition• Improving your equipment sales and

service profits

EDUCATIONAL SESSIONS

Calculated IndustriesCONTEX Scanning TechnologyCylix, Inc. Digital ES, Inc. Drytac Corporation Foster Manufacturing CompanyGBCImage Products of California

KIP Michlin Products CorporationMV Software CompanyOcé North America, Inc.Paradigm Imaging Group RepromaxSafco Products CompanySepialine, Inc.

Technesis, Inc.

Technical Image Products

Unibind, Inc.

Universal Blueprint Paper Company

Valley Supplies Inc

XEROX

TRADE SHOW EXHIBITORS As of January 6, 2005

Aseemingly ordinaryquestion about CD pricingposed last August on theIRgA Discussion Forum

triggered a lively and at times heateddebate about digital services pricing.

Here’s the scenario: A client comes inrequesting a CD bid set of 289drawings circumventing the need forhard copy prints. After following thetrail of conversation among your peers,it becomes clear to you:

a. It is imperative to charge for digitalservices to avoid being priced out ofthe business. You quote thecustomer the usual square-foot pricefor prints but are happy to walkaway with 50% of the initial quote;

b. You know what side your bread isbuttered on. You burn the CD for anominal fee ($5 - $36) and make aplay for recouping printing throughthe subs who don’t have in-houseprinting capacity. You arrange pre-negotiated pricing with the clientand receive permission to marketyour printing services on the CD.Maybe you’ll get lucky and see somesecondary business; or

c. You waive the CD burning fees butalso discuss with your customer thebenefits of utilizing your online planroom to manage their constructionproject. You’ve got good karma andbelieve what goes around comesback around to repay you.

Your choice illustrates where youthink reprographics is heading in thenext five years.

Money is in the PrintingRepro shops tend to adhere to one oftwo predominant pricing strategiespertaining to digital services. Somefirms view digital services as part andparcel of doing business in the digitalage. Digital charges are incurred bythe customer with this pricing strategywhen they need digital services butlittle or no printing. Otherwise, thereis no visible charge to customers fordigital services; however, digital servicesexpenses are frequently recoupedthrough higher printing fees, althoughthese complimentary services are oftenhighlighted on customer invoices.

“We do not charge customers for dailywork-flow scans/indexing/posting,”wrote CEO Brett Scully of LakesideBlueprint in Cleveland, Ohio, on theIRgA Discussion Forum. “Our firmpretty much scans/databases anyproject with future print needs (whichis about 75-80% of drawings comingthrough) because we need the scansand database indexing to processorders. The actual scans/indexing are aby-product — that is why we do notcharge for this.”

Some peers argue the approachoutlined by Scully and followed bymany peers is not a sustainable salestactic for digital services.

“Repro companies need to charge fortheir digital services,” says ChuckHayes, CEO of OCB Reprographics inIrvine, Calif. “These services are labor

intensive; there are costs you need toget a return on. It is not a good salestactic to give away digital services.”

Pursuing New RevenueHayes and peers like him are employingan alternative pricing strategy. Theyview digital services as an importantnew revenue stream that combats theincreasing commoditization ofprinting. Their service portfolios arebroadening to include document and

communication digital services thatcustomers’ value more highly thanplot file conversions. Often they haveinvested heavily in highly skilled staff,infrastructure and software to deliverconstruction document administrationservices from a plan room.


How you charge may reveal where youthink the industry is headedBy Andrea May

Charging for YourDigital Services

continued on page 12

Instead of calculating the

break-even and setting a price

that meets a desired profit

goal, value-based pricing

focuses heavily on consumer

wants and desires.


Regardless of printing volume, planrooms customarily charge fees fordigital services. But rather than beingbilled for a scanning charge, customersmight pay per document to view plansonline, to create custom trade specificplan packages or to receive automatice-mail notification when revised plansare posted online.

What’s the Right Price?There are firms that have charged fordigital services since the mid-’90s butthat hasn’t lessened the headache ofmaking pricing decisions. Severalrepro shop owners advised peers tolearn the going rate for digital servicepricing in their market before makingthe leap to begin charging for digitalservices. It’s tempting to heed thisprudent advice, match yourcompetitor’s price and be done with it.

Basing prices on the competition is acommon pricing practice termedcompetitive position.

However, it has its shortcomings.Ball State University marketingprofessor Ramon Avila cautionscompetitive positioning may well

lead to underpricing, especially sincethe variety and scope of digitalservices provided in the marketplacemakes it difficult to compare servicesone-to-one with local competitors.Adding to the price-setting challenge,certain technical service costs can behard to estimate. The cost to scan andburn 100 drawings to a CD is mucheasier to figure than it is to adequatelygauge the number of hours andexpenses associated with servicingplan room users.

”I would make the argument that mostindustry pricing is not very sophisticated,”says Avila. “It is follow the leader. Youbegin with cost-plus-profit pricingstrategy but then you turn around andlook at a competitor who is chargingless so you charge less.”

When WillCustomers Pay? Pricing wars can ensue. Markdownscan precipitate a downward pricingspiral that may eventually fall belowthe pricing floor, leaving all reproshops worse off. This explains whyHayes urges all peers to charge fordigital services. A local market trend

towards free digital services is likely toraise customer objections towardspaying for digital services. Thisconsumer response raises the case forvalue-based rather than cost-basedpricing. Instead of calculating thebreak-even and setting a price thatmeets a desired profit goal, value-basedpricing focuses heavily on consumerwants and desires.

Cathleen Cushing Duff, partowner/operator of Cushing & ColorChicago in Chicago, Ill., knows howher AEC customers would describe thevalue of scanning services.

“What’s a scan worth?” asks CushingDuff. “To make a print, not much. Tocommunicate changes in the course ofthe construction process, [a scan] isworth a great deal.”

The best way to learn what customersvalue most is through market researchsurveys and targeted-customer focusgroups, according to Avila. TheCenter for Women & Enterprise, Inc.,provides a list of questions owners canroutinely ask employees with day-to-day customer contact. Some of themost important include:

DISCUSS CHARGING STRATEGIES FOR DIGITAL SERVICES AT THE IRGA79TH ANNUAL CONVENTION AND TRADE SHOW

Want to compare digital service pricing strategies with your peers? Attend the Charging for DigitalServices panel discussion and open forum at the International Reprographic Association’s 79th AnnualConvention and Trade Show, May 11-13, 2005, at Caesars Palace, Las Vegas, Nev.

Changing Business Landscape Breakout Session # 8Panelists Bob Roperti, president of Jiffy Reprographics, Chuck Hayes, CEO of OCB Reprographics, and KentLong, district and sales manager for Thomas Reprographics, advise on how to shift your revenue model so that asignificant portion of sales is generated by digital services. Learn how to convince your customers, sales staff andemployees of the value of digital services.

Register for the convention at www.irga.com.

• How do your customers describewhat they get for their money?

• Do they save a great deal of moneyor time by purchasing your productor service?

• Do they gain a competitiveadvantage from using your service?

• Is it more convenient to use yourservice rather than try to do itthemselves?

Executed well, value-based pricing canmaximize profits and lead to digitalservices becoming profitable in and ofitself. To offer a glimpse of revenuepotential, five firms contacted for thisarticle reported digital service salesranging from just under 1% to 10% ofgross sales revenue.

In the case of the CD bid set, how didIRgA member Kim Long, generalmanager of Reprodux Copy Centres, inToronto, decide to handle pricing? Shechoose option A, adjusting the pricingfor a standard set of prints. For all thedebate surrounding digital servicespricing, case-by-case pricing seems tobe more the rule than the exception.Without industry-wide digital servicespricing standards, it can fluctuategreatly as to when and how muchcustomers will pay. ●

Formerly the managing editor of REPRO

REPORT, Andrea May is a freelance writer

who earned a journalism degree from Ohio

University in Athens, Ohio. She can be

reached at [email protected].

*Editor’s Note: To sign up for theforum online, access the members-onlysection of www.irga.com. User nameand log in password is required. Forgetyour user name? Call IRgAHeadquarters at 312/673-5979.

ReferencesSifleet, J. (1997). Pricing - UnderstandingCost & Pricing for Profit [SBA OnlineWomen’s Business Center].


There is a plethora of materialon the subject of branding, abusiness buzzword of sorts.

Buzzword or not, it’s our reality if thisindustry is to thrive, and perhaps evensurvive. A New Brand World: 8Principles for Achieving Brand Leadershipin the 21st Century is significant toreprographers because we can learnfrom one of the best in the business.Author Scott Bedbury is the formerchief marketing guru of Nike andStarbucks. There are many “accidental”pundits in the business world, butBedbury has led two brands togreatness. Following is a Cliff ’s Notesversion of Bedbury’s key points:

Brand Awareness vs.StrengthThere’s a difference between brandawareness and brand strength.“Massive amounts of brand awarenesswon’t correct a flawed business model,”says Bedbury. In fact, excessivemarketing will only accelerate thedemise of a poorly conceived company,he says.

Question: How strong is yourbusiness model?

There’s No Branding inCommoditiesIs there? Starbucks is not moreconvenient than a cup of home-brewedcoffee, and it’s certainly not cheaper!The brand isn’t about the coffee butrather the experience.

Question: Every reprographics shop canprint stuff. How positive is the experienceyou offer?

What Comes First, theBranding or the Greatness? Start with a great product or servicethat people desire and you can sellprofitably, according to Bedbury. Hesays the best companies never start outtrying to build a great brand. Theyfocus on achieving and sustaininggreatness and realize the brand willfollow as a result.

Recommendation: While purchasing yourcopy of A New Brand World, considergetting Good to Great by Jim Collins (seeour review in REPRO REPORT, issue 6,2004) if you have not yet already readit—it’s a classic based on sound research.

Products and Services willCome and Go, but BrandsRemain ConstantBranding is about taking somethingcommon and improving upon it inways that make it more valuable andmeaningful. Brands are defined by thesum total of the experiences, ratherthan the products and servicesthemselves. In other words, saysBedbury, if the public doesn’t have anunshakable faith in your product, it’sbecause your product sucks.

The Secret Behind “Just Do It”Nike’s mantra was just three words andjust as relevant to tri-athletes as toseniors. Did Nike create the feeling ofscoring for the first time, finishing amarathon or making you feel guilty fornot working out? No! They found away to say, “We know how that feelsand why it’s important.” Great brandsfind ways to tap the emotional driversthat already reside within us. Bedbury

wasn’t concerned about his company’sbrand awareness. Instead, he wasfocused on how Nike made people feel.

Comment: Okay, so you’re saying, howcan people feel warm and fuzzy aboutreprographics? Think about doing it for asmelly, sweaty shoe! Ask your customers,“What does our brand mean to you?”

A New Brand World

BOOKREVIEW


IRgA Executive Director Steve Bova reviews one of his favorite books of withan eye on what it means for the industry in 2005 and beyond.

All aboard the brandwagon! This can be the IRgA’s mantra for 2005 and the nextseveral years, as your association is committed to branding reprographics to the AECcommunity and other users of reprographic services. We can do it!

A New Brand World: 8 Principles forAchieving BrandLeadership in the21st Century

Copyright 2002VikingPublished by the Penguin GroupPenguin Putnam, Inc., NewYork, NY220 pages$24.95

BOOKREVIEW


What Resides in Your Heart?What makes your reprographics shop different, better andmore special than your competition? Once you’ve identifiedthese values, communicate and deliver on them. Grow it,promote it and make it a part of everything you do.

For reference, Starbucks’ core identity was less aboutengineering a great cup of coffee than about providing a greatcoffee experience.

What’s Your Brand Mantra? A brand mantra is not a slogan, but a touchstone thathelps shape what kinds of products and services yourcompany creates, how it conducts business and howdecisions are made as to what kind of people you hire.

• Nike’s mantra? Authentic Athletic Performance

• Disney’s? Fun Family Entertainment

• Starbucks’? Rewarding Everyday Moments (Oddly, itdoesn’t even mention coffee!)

• Chrysler’s? I don’t know the mantra but for a long time,and especially with the K-cars, Chrysler lacked soul. Incomes Jeep, with a clear brand—rugged, timeless,American. Then comes the Viper. Oddly, there was nomarket research to develop the Viper. They just did it.

Tip: Look at the websites of other companies and check out theirbrands: Apple, IBM, Intel, Visa, AmEx, FedEx, Guinness,Hallmark, Coke, Pepsi, Volvo, Mercedes-Benz, Harley-Davidson and others.

The Brand Starts from WithinThough it’s important to demonstrate that you knowwhat your brand is about, it’s even more important tocommunicate this internally and to continue to do so atevery opportunity. When all levels of a company graspthe core truth of a brand, there is less friction, dilutionand delay between idea and action. Inspiration replacesfrustration and the creative process is unleashedintelligently.

Point: We’re back to “it’s all about your people!”

Most people don’t want a transaction, they want arelationship. And relationships can be broken in aninstant. They have to go beyond skin deep.

This is just a taste of A New Brand World. Grab a cup ofcoffee (later this year you’ll see that IRgA membership,for small reprographers, costs less than a cup of coffee aday!), sit down and start applying these branding concepts.Better yet, help the IRgA brand our industry. We’re all inthis together. For the long run! ●

Would you like to share your favorite business books with your

fellow reprographers? Contact Amy Carlton, managing editor,

[email protected].

Brand on the Run—SomeAdditional Words of Wisdom

• It takes years, sometimes decades, to build agreat brand.

• Every person in the company shapes thebrand. As such, a brand is only as strong as theweakest personal point within an organization.

• No matter how many employees come andgo, the brand and its values should remainone of the constants.

• Too often we strive to inform when we reallyshould inspire.

• Brand building is everyone’s responsibility. Butthe CEO is truly the CMO (chief marketingofficer) or CBO (chief brand officer). Thatperson champions and protects the brand.

Leverage the insight, experience and talents of yourfellow IRgA members! The IRgA EmployeeHandbook Sample Guide includes handbooks andbest practices from five IRgA members companies.

• Employment Policies

• Employee Time Off

• Employee Benefits

• Standards of Conduct

• Professional Development

• And More!

Visit the IRgA Bookstore at www.irga.com orcall 800/833-4742 to order your copy today!

Is it Time to Upgrade YourEmployee Handbook?Need to Create One from Stratch?

Is it Time to Upgrade YourEmployee Handbook?Need to Create One from Stratch?

My Grampa gave theentrepreneurial spirit to theScully family in 1931. As an

Irish immigrant who passed throughEllis Island as a teenager in the late’20s, his job prospects were so bleakthat the idea of starting a business wasthe only alternative to digging ditches.Being in the midst of the GreatDepression, his choice to start ahardwood floor refinishing companywas risky but slowly became rewarding.

By 1935, Anthony Scully Sr. (Antny)had a burgeoning business in WestPhiladelphia with five full-timerefinishers and a bookkeeping clerk.My dad used to say that if you livedbetween 52nd Street and 64th Street,you could always hear an Irish songbeing belted out with a brogue fromone of Antny’s crew “ruffin’ thewood” at one house or another inthe neighborhood.

As the ’40s set in, Antny started talkingmore about the new phenomenon offloor covering. He said a newcompetitor, a fellow who normallysold drapery and bed linens, hadstarted selling very large carpets thatwere not taken out to the back yardand whacked to clean, but that stayedon the floor permanently and wereactually nailed in over hardwood. Mydad recalls Antny sitting on the stooplaughing with the crew about thisstrange new competitor as they hadbeers and chatted about the businessof “wood ruffin.’”

However, the advent of this new typeof carpet forever changed the course ofM.A. Scully & Sons. Soon even thelocal parish, Antny’s first and largestclient, was putting a wool “covering”on the rectory floor, hiding every inchof the shiny Victorian Oak that “thecrew” had worked so hard to preserveover the past decade. Antny continuedto discount the new wall-to-walltorment as a passing fad. My dad alsorecalled that at dinnertime, Antnywould muse to his growing freckle-

faced family of 10 about the ever-increasing list of clients using his newcompetitor, Modern Drapery (andFloor Covering) on West 62nd Street.By the time he admitted that the fuzzystuff had staying power, his hardwoodbusiness failed.

I think you can almost say that it wastechnology that brought M.A. Scully& Sons down, at least the technologyof that time. I’m sure when Antnylooked back on it, the bane of hishardwood business could have alsobeen the boon of a new carpet business.

You can actually see this same typeof industry evolution in ubiquitousbusinesses all around us. Take theover the counter (OTC) video rentalbusiness. Wow, what a train wreckwaiting to happen! The industry got ajolt by Netflix, the online movie rentalservice, early on, reacted very slowly,and got hammered by the upstartlittle guy.

Now there is a lethal blow coming toOTC video rental stores: On Demand.The problem is, Blockbuster, HollywoodVideo and Movie Gallery have donenothing to thwart the eventual, fatalpummeling that they will receive whenthis new service is in most homes inAmerica over the next couple of years.It is almost like they are putting theirheads in the sand. Why weren’t theyseeing the future five years ago whenOn Demand was first being talkedabout? At this point in the game forthe OTC Video industry, it is almostlike my Grampa Antny losing St.Patrick’s to the new guy with thenailed-in carpet. It’s too late.

Just like the buggy-whip maker duringthe advent of the automobile, a modernsociety sometimes leaves vulnerableindustries in the wake of ingenuity. Itis the responsibility of those in theindustry to both recognize and reactto changes seen on the horizon and tohelp communicate with one anotheron the state of things to come.

Now…here comes the question youalways ask: What in cripes’ sake doesthis have to do with makingblueprints? Well, I think we have tosee the slow evolution of our PPCprints and copies leading to a road ofuncertainty. Don’t get me wrong, I amnot a believer that our industry is inimmediate peril to some unforeseencircumstance. However, we have toconstantly be vigilant on otherindustries doing our basic “means” justwith different “ends” than us.

We got a little spook during thedot.com era, when new ideas abouthow the Internet can eliminate theblueprint were funded by hundreds ofmillions of dollars, only to collapsefrom lack of operational acceptance.However, new threats are alwayslooming on the horizon. Some weknow of, like Builders Exchanges andothers that scan and database in theirprocesses, but don’t necessarily do it

for printing work. But what is theircurrent threat, if any? Have we evenseen a real threat yet to our survival?Or, like floor covering in the local“wood ruffin’” business in the early’40s or today’s On Demand lurking inthe OTC video industry, is the threatalready here? ●

Brett Scully is CEO of eBlueprint Holdings of

Cleveland, Ohio. You can reach Scully at

[email protected].

New Technologies and Vulnerable IndustriesBy Brett Scully

REPRONOMICS


We have to constantly be

vigilant on other industries

doing our basic “means” just

with different “ends” than us.

It’s hard to believe, but the Internethas actually been around for over30 years! Many businesses and

everyday citizens are on line—all thetime. It might be easy to think of theWeb as just another business tool, butbe aware of the risks you may beexposing your business to.

Liability resulting from libel, copyrightinfringement, false advertising and evendenial of access is a very real exposurefor the reprographic industry. Mostreprographers are very familiar withthe copyright exposure of the printindustry. This exposure extends to theWeb as well. False advertising is also adanger to the e-commerce industry.What happens if your price list getsposted incorrectly on your Web site?Hundreds of customers will see thisbefore it can be corrected. The cost isnot just financial but also the loss ofgood will.

Here are some other exposures worththinking about.

There is a business income loss if aWeb site goes down for an extendedperiod of time. When a tunnelcollapsed in New York several yearsago, many Internet service providersthat ran cables through that tunnelwent dark, as did their customers’ Websites. These customers all had a loss ofincome from this shutdown, and mostwere not insured for it. This is actuallythe most frequent electronic-basedclaim. This hazard could also includeloss of future revenue. For instance, ifyour Web site goes down and yourcustomer turns to a competitor forservice, he may never return, andyou’ve lost that income forever.

Another risk is theft of intellectualproperty, an infrequent occurrencethat nonetheless makes up the mostexpensive kind of claim. Plan roomsare a good example of intellectualproperty. It is very difficult to put adollar value on intellectual property.Since it is intangible, it can’t beassessed like equipment, autos and realproperty. Companies doing business

online are 57% more likely toexperience a proprietary informationleak which can result in theft ofintellectual property.

Denial of access is also an exposurethat has seen some lawsuits emerging.What happens if your customer can’taccess a plan room to download neededinformation to bid? Can she sue becauseshe was denied access? This would likelybe rare, but it is an exposure.

One of the biggest exposures forreprographers on the Web is the sameas in the print world. Violation ofcopyright and trademark costs printersmoney. Anything posted on the Webthat is copyrighted or is violating atrademark can cause big trouble forthe unsuspecting violator. Web sitescan be accessed by anyone—evenattorneys looking for a violation.

Some e-commerce definitions:

Hacker (Also called cracker, swifter, sniffer,script-kiddies, lame kid, etc.) Peoplewho want to either steal informationfrom a company’s database or simplywant to see how far they can go inbreaking into other companies’networks. Some hackers can accessyour Internet site and steal intellectualproperty. They are successful doingthis 90% of the time. Even readingyour e-mails can be very easy for anexperienced hacker.

E-CommerceIncludes the sharing of structured orunstructured business information byany means (such as e-mail or messaging,Web technology, electronic bulletinboards, smart cards, electronic fundtransfers and electronic data interchange)among suppliers, customers, governmentbodies and other partners in order toconduct and execute transactions inbusiness, administrative and consumeractivities. This definition was adoptedby the United Nations Center forFacilitation of Procedures and Practicesfor Acquisition, Commerce andTransport in 1997.

Intellectual Property Includes all kind of trademarks,copyrights, trade names, maskworks, trade secrets, know-how andconfidential or proprietary businessinformation (including ideas, researchand development, formulas,compositions, manufacturing andproduction processes, technical data,designs, drawings, business andmarketing plans, software—includingdata and related documentation.)Can also include all rights under anyleases, licenses, franchises, permits,authorizations, agreements (includingsecrecy, non-disclosure and workproduct agreements) and assetsarrangements

VirusChunk of computer programmingcode that makes copies of itselfwithout any human intervention.Viruses can replicate themselves,display messages, install othersoftware or delete other software.

FirewallCombination of hardware and softwarethat separates a network into two ormore parts for security purposes.

E-commerce is the technology oftoday. Be diligent in protecting yourWeb site and computer system fromviruses, hackers and other circumstancesthat can harm your business. Makesure you take steps such as virusprotection, firewalls and protectedsoftware programs.

It would also be a good idea to reviewyour insurance coverage and checkinto getting coverage for any of theexposures you might have in today’s e-commerce world. Don’t wait untilyou have that first uncovered claim! ●

The St. Paul Travelers Companies andAcordia of Indiana are respectively theinsurance carrier and agent for IRgA. IRgAmembers are invited to contact Patty Searsat Acordia to discuss how this program canbenefit your company. She can be reached at866/441-3936, ext. 7640.

Web Site Liability and the Challengesof E-Commerce

INSURANCEPRIMER


On Feb 1, the IRgA introducedits brand new Web site atwww.irga.com. Though the

Web address remains unchanged, theIRgA is excited to offer a site that isgraphically appealing, contains tons ofinformation, and is user-friendly—you’ll find the information you needmuch faster!

A host of new tools and resources areavailable for reprographers to get themost from the site, including anindustry events calendar, useful

industry links and industry news thatwill be updated regularly.

The members-only portion of the sitenow offers direct access to an onlineeducation series, classified ads, adiscussion forum, PDF versions of someassociation publications and more.

The industry directory now links tothe IRgA’s database so information iscurrent—almost in real time! And,there’s an instant survey poll that we’lluse to ask questions and report in theindustry news section.

Our regular News Digest e-mail andirga.com are two critical componentsof the IRgA’s strategy to increase two-way communications with thereprographics industry, and itscustomers. The plan ties into ourefforts to become more professional,easier to do business with, and seen asa value for 12 months a year—not justat convention time.

And speaking of the convention,registration for the IRgA’s 79thAnnual Convention and Trade Showis now open at www.irga.com.

IRgA Unveils Dynamic New Web SiteConvention Registration Now Open!

ASSOCIATIONHIGHLIGHTS


Home Page

Events Calendar Page

IRgA AnnouncesDates, Locationsfor 2006 and 2007ConventionsThe IRgA is pleased to announce thatits 80th Convention and Trade Showwill be held at the Gaylord PalmsResort and Convention Center inOrlando, Florida, May 17–20, 2006,and the 81st Convention and TradeShow will be held at the GaylordTexan Resort and Convention Centerin Dallas, Texas, May 9–12, 2007.Mark your calendars today!

New Members

Active AssociateValley Supplies Inc. Pinnacle Infotech Inc.Irvington, N.J. Houston, Texas

Vanco AEC ReprographicsHouston, Texas

ASSOCIATIONHIGHLIGHTS


IRgA Annual Convention & Trade ShowMay 11-13, 2005Caesars PalaceLas Vegas, Nev.Contact: 800/833-4742www.irga.com

Central Reprographic AssociationSeptember 29 - October 1, 2005Marriott LincolnshireLincolnshire, Ill.Contact: Shirley Zawoyski [email protected]

Western Reprographic AssociationOctober 5-11, 2005Sheraton Maui Kaanapali BeachMaui, HawaiiContact: Monica [email protected]

Eastern Regional Reprographic AssociationOctober 6-9, 2005Hyatt HarborsideBoston, Mass.Contact: Kim [email protected]

Southeastern Reprographic AssociationNovember 3-5, 2005The Grove Park Inn Resort & SpaAsheville, S.C.Contact: Forrest Kenley [email protected]

Upcoming Reprographic Conventions

Western Repro ConventionHeads to MauiThe 55th annual Western Reprographics Association Convention will be heldOctober 6-11 at the Sheraton Maui Kaanapali Beach in Lahaina, Hawaii.

The schedule for the event is packed with panel discussions, a vendor forumand two nights of business programs. But WRA’s executive secretary, FrankIanuzzi, promises attendees will have plenty of free time to socialize and enjoythe Hawaiian scenery—the convention also boasts cocktail parties, a scramblesgolf outing and other activities.

Program speakers at the convention will be Dr. Esmael Adibi, economics professorand director of economic research at Chapman University in Orange, Calif., andmanagement consultant Gary Yamamoto, “America’s Corporate Samurai.”

For details and registration information, visit www.westernreprographics.org orcall Frank Ianuzzi or Monica Vargas at 323/728-9500.

Mar. 17-18 . . . Drytac\Richmond, Va.

Apr. 14-15 . . . Drytac\Los Angeles, Calif.

Apr. 14-15 . . . GBC\De Forest, Wisc.

May 19-20 . . . Drytac\Chicago, Ill.

May 26-27 . . . Drytac\Toronto, Canada

Aug. 11-12 . . . GBC\De Forest, Wisc.

Aug. 18-19 . . . Drytac\Seattle, Wash.

Oct. 13-14 . . . Drytac\Dallas, Texas

Nov. 10-11 . . . GBC\De Forest, Wisc.

The 2005 Mounting & Laminating seminar schedule:

INTHENEWS


A new report from digital printingand imaging consultancy WebConsulting shows rapid growth in theflatbed inkjet printer market.

The 100-page report, “Flatbed InkjetPrinting 2005,” states that unit salesof high-end and mid-range flatbedinkjet printers increased 82 percentfrom 2003 to 2004, totaling 650 unitsales last year. The top-performingmanufacturers were Durst, VUTEkand NUR in the mid-range sector,with Inca leading the high-end field.Web Consulting predicts continuedgrowth in these sectors.

“The development of flatbed UVinkjet is perhaps more significantthan many agencies realise,” saysStewart Partridge, managing directorof Web Consulting. “Some have

predicted the annihilation of thescreen printing industry, which is anunrealistic assessment considering theversatility of the screen printingprocess. But certainly, we do seeflatbed inkjet beginning to makesignificant inroads into the graphicssector of screen printing, particularlyin Europe where adoption rates havebeen faster than USA or Asia Pacific.But this is not the whole story—ultimately UV-curable inkjettechnologies will partly replaceaqueous inkjet, and even solventinkjet, in many higher-productivityprinting sites.”

“Flatbed Inkjet Printing 2005” isavailable for $2,990 at www.web-eu.com.

Flatbed Inkjet Sales Booming

QUICK VIEW

Companies in the News:

Allegra Network

Avery Dennison

Azon

Durst

Eastman Kodak

Imageologists

Inca

Mutoh America, Inc.

NUR

OCBReprographics

Océ ImagingSupplies

ReproMAX

Signs NowCorporation

VUTEk

Web Consulting

2004 Best Yearfor ConstructionSince 1996 According to the U.S. CommerceDepartment, building activity in 2004rose 9% to $998.4 billion, thestrongest year since 1996.

Low mortgage rates, the lowest in morethan 40 years, fueled the constructionboom. Private residential constructionincreased 14 percent to $542.7 billion,the biggest increase in a decade. Totalprivate construction, including officebuildings, hotels and other commercialbusinesses, rose nearly 11% to $764.9billion, the biggest gain since 1996.

However, analysts are predicting declinesof around 3% in housing sales for 2005as mortgage rates, now at 5.66%, areexpected to rise slowly throughout theyear to 6.5% by December.

Kodak Buys Creo,Takes Over KPG Eastman Kodak recently acquiredCreo, a provider of workflow softwareand other technologies.

Daniel A. Carp, Kodak’s chairman andCEO, noted, “Graphic communicationsrepresents one of the three pillars ofKodak’s digitally oriented growthstrategy – the purchase of Creostrengthens that pillar, and concludesthe company’s acquisition plan.”

Kodak also recently became the soleowner of Kodak Polychrome Graphics(KPG), buying Sun Chemical’s 50%interest in the company. KPG is now awholly owned subsidiary and part ofKodak’s Graphic CommunicationsGroup, which also includes Encad,NexPress Solutions, and KodakVersamark (formerly Scitex Digital).

Avery University Training Programs for 05

Avery Dennison Graphics Universityhas announced its 2005 trainingschedule, with sessions designed forcustomers, end-users, suppliers andemployees who want to learn moreabout Avery Dennison productsand technology.

GU 1.5. This 1.5 day programcombines education about media,inkjet basics, color profiles, graphicsprotection, digital products, andapplications with hands-on training.Tuition: $450. Offered April 13-14,May 18-19, September 14-15, andNovember 16-17.

GU 2.0. In this two-day hands-onclass, operators, installers, and

designers learn how to improve inkjetoutput as well as media applicationfor a range of substrates. Tuition:$650. Offered August 10-11 andOctober 12-13.

GU 5.0. An intensive five-dayprogram in vinyl installationproficiency, including installingvinyl to flat and corrugated surfacesand a complete vehicle wrap.Tuition: $3500. Offered May 2-6and November 7-11.

All classes are held at Avery’sApplications Center in Painesville,Ohio. See www.averygraphics.comfor more information.

ReproMAX Grows withAssociate MembersReproMAX has been adding to itsroster of independent repro shopsthrough a new Associate Membershipprogram. The 21 new associatemembers helped ReproMAX see 11%growth in 2004, the largest single-yearexpansion since the group’s formation.

The Associate Membership programis an adjunct to the traditionalPartner Membership, according toRick Bosworth, ReproMAX president.ReproMAX partners gain exclusiveownership of a sales territory, butthat exclusivity can hinder growth,Bosworth notes. The new programoffers associate members a limitedversion of ReproMAX services—including access to its DocumentFulfillment System (DFS)technology—while allowing thenetwork to continue its growth andreach more customers.

ReproMAX hopes to have 50 associatemembers by July 1. The companynow boasts more than 200 partner andassociate locations in 68 marketsacross North America and Europe.

Imageologists ExclusiveDistributor for MutohFalcon IIMutoh America, Inc. will nowdistribute its Falcon II indoor line ofprinters exclusively throughImageologists, a distributor in theprofessional photographic market.

The Falcon II indoor line offerspiezoelectric Dynamic Variable Dotimaging technology and a variety ofink color configuration options aswell as the choice between pigmentand dye inks. For more information,see www.mutoh.com orwww.imageologists.com/mutoh/.

OCB Reprographics’Green Machine OCB Reprographics has added ahybrid car to its fleet of deliveryvehicles. The bright green Toyota

Prius stands out among OCB’s 123delivery vehicles, but not for long—the company plans to replace all ofits cars, vans and light trucks withcleaner-burning models powered inpart by sustainable energy.

“We go through about 25,000 gallonsof gas in a typical month, and eachvehicle logs an average of 121 milesa day,” says Chuck Hayes, CEO ofOCB, which has seven locations insmoggy Southern California. “Eventhough almost all of our vehicles arefuel-efficient economy cars and trucks,that’s still a lot of fossil fuel beingburned, and there’s no denying it hasan effect on our region’s air quality.As a good corporate citizen, we havean obligation to look at how we cantread a little more lightly on the earthwhile still being profitable. Usingmore fuel-efficient vehicles is thesingle biggest way a company like ourscan make a positive contribution andset a good example for other mid-sizedand small companies to consider doingthe same.”

Hayes says OCB will be looking intoalternatives such as natural gas for itsheavier courier vehicles.

Is your shop making news? Let REPRO

REPORT know! Contact Amy Carlton,

managing editor, [email protected], with

promotions, awards, acquisitions or other

items of note.

INTHENEWS


Océ BuysAzon AssetsOcé has purchased the assets ofthe Azon media product line fromPrecision Paper Company, whichacquired the assets from InteliCoatTechnologies when that companydivested its reprographic business.

The purchased assets includeconverting and distribution facilitiesin Arlington, Texas, and Torrance,Calif., as well as product inventoryfor AzonColor, Comstoc, andReprographic Classic brands in thecolor inkjet printing, reprographic,and CAD inkjet printing markets.

Former Azon customers will now beserved through the Océ ImagingSupplies sales and distributionnetwork. To view a chart showingOcé equivalents for more than200 Azon products, visitwww.oceusa.com/azonproducts.

NEWS BITS

CorrectionThe January/February issue ofREPRO REPORT listed the wrongcompany for IRgA conventionspeaker Reg Garner. Garner isgeneral manager of TriangleReprographics in Orlando, Fla.

Allegra NetworkBuys Signs NowThe Allegra Network has acquiredthe Signs Now Corporation, whichhas more than 240 locationsthroughout the U.S., Canada, theUnited Kingdom, and Brazil.

“The acquisition of Signs Now isa strategic move in the expansionof our services and another stepin fulfilling our vision to build aprogressive network of the bestgraphic-communications providers inNorth America,” says Allegra COOCarl Gerhardt. “The emergence ofdigital technology in the graphic-artsindustry creates unique crossoversynergies among our printingbrands and the sign industry. Weare a business-to-business franchisenetwork—this acquisition strengthensour platform for further expansion astotal solutions providers.”

Allegra Network’s holdings includeAllegra Print & Imaging, AmericanSpeedy Printing, Instant Copy,Insty-Prints, Speedy Printing andZippy Print.


Tax relief may be on the way for some largerreprographics firms, but much depends on how rule-writers at the Internal Revenue Service (IRS)

choose to interpret provisions of the American JobsCreation Act of 2004.

The measure, an election year effort by Congress to deal withcomplaints of jobs being outsourced overseas, provides $137billion in relief to U.S. manufacturers through a tax deductionthat will start at 3% in 2005 and grow to 9% by 2010.

Language in the bill specifically cites “construction activitiesperformed in the U.S.” and “engineering or architecturalservices performed in the U.S. for construction projectslocated in the U.S.” as activities eligible for the deduction.

Stretching that to include reprographic services may seemlike a natural to those in the industry, but the ultimatedecision will rest with officials in the U.S. TreasuryDepartment and IRS charged with drafting the rules toimplement the measure.

The tax relief portions of the Act are a result of anunfavorable interpretation of a previous congressional effortto assist U.S. business.

Mark Luscombe, principal tax analyst with CCH, Inc., aprovider of tax and business law information and softwarebased in Riverwoods, Ill., explains that the federalgovernment has gone through several approaches tocorrecting what domestic manufacturers claim is thedisadvantage they face because the United States taxes theworldwide income of multinational corporations.

“The latest was something called an extraterritorialexclusion (ETI),” he says. “If you had a multinationalcompany and it had income from overseas activities, youcould create an exclusion in terms of U.S. taxes.”

However, the World Trade Organization’s interpretation ofthe exclusion was that it represented an illegal tradesubsidy. It then gave the European Union permission toimpose countervailing tariffs, which started last March andwere increasing at 1% per month.

The American Jobs Creation Act passed in October 2004repealed the extraterritorial exclusion. Instead of focusing onsomething directly replacing its benefits, however, Congressopted for a domestic manufacturing deduction, instead.

“Rather than focus on trade subsidies, Congress replaced itwith something pretty unrelated to foreign trade,” saysLuscombe. “The people who are losing the ETI repealexclusion aren’t necessarily the same people who willbenefit from this domestic manufacturing deduction.”

The new law will be phased in at a rate of 3% for tax years2005 and 2006; 6% for 2007-2009; and the full 9%beginning in 2010.

Reprographics and theNew Tax LawsBy K. Schipper

Since Congress did not include reprographic

services by name in the act, the decision to

include them is in the hands of the IRS.

“When fully phased in, the deduction is intended to beequivalent to a 3% federal income tax rate reduction forqualifying domestic production activities for taxpayers inthe maximum 35 % bracket,” explains Imran Rana, anaccountant who operates Certified Business Services inHackensack, N.J.

The definition of qualified production activities under theact is very broad, Rana notes. It includes traditionalmanufacturing of tangible personal property; production ofelectricity, gas and potable water; software production; filmand videotape production, renting and licensing; farmingand processing of agricultural products and food, as well asconstruction, and civil engineering and architecturalservices for U.S. construction projects.

CCH’s Luscombe says that while the measure is a veryobvious effort to encourage domestic manufacturing,extraction industries and agriculture, several of the industriesnamed in the act are also likely there because of lobbyingactivities by different groups to get those items covered.

Since Congress did not specifically include reprographicservices by name in the act, the decision to include them is inthe hands of the IRS. That organization will ultimately draftthe language to apply the act.

“They’ve opened the door pretty wide,” says Rana. “They willhave to specify what they’ll allow and what they won’t allow.There’s definitely going to have to be more regulation.”

Luscombe warns that while reprographic services mightseem to fall under engineering and architectural services,how the measure is interpreted—on a product-by-productbasis—could certainly determine whether the industry willbenefit from the act.

“For instance, if blueprints are related to remodelingexisting projects, rather than new construction, that mightbe an issue,” he says. “Remodeling might not be treated thesame as new construction.”

Fortunately, the good news for groups and organizationsconcerned about possible language interpreting the act isthat as of early 2005, the IRS was still working on finalizingregulations relating to the previous tax year.

“This is a high priority for them, but probably you won’t seeanything until after the current filing season because themeasure does affect 2005 taxes,” says Luscombe. “I’d expectyou might see something by mid-year just because peopleneed to know how to adjust their activities to takeadvantage of the deduction. I think they’ll try to get thisdone fairly quickly once they get 2004 issues handled.” ●

K. Schipper is a freelance writer specializing in the reprographics indus-

try. She can be reached at [email protected].


Interviewing for a ProductionTechnician? Sales & MarketingManager? Controller?Keep more than 350 pages of employee job descriptionsat your fingertips with the Job Description SampleGuide, including

• Administrative • Production

• Accounting • Sales & Marketing

• Customer Service • Service/Maintenance

• HR • Warehouse/Delivery

• IT/IS

An indispensable compilation! Visit the IRgABookstore at www.irga.com or call 800/833-4742 to order your copy today!

Four times last summer BobRoperti locked up hisreprographics shop in Tampa,Fla., with the understanding

that it might not be there when hereturned. Hurricanes Charley, Frances,Ivan and Jeanne all took aim onTampa late in the last weeks of summer.Though none scored a direct hit onthe city, Roperti, president of JiffyReprographics, had to plan for theworst each time.

Fortunately, Roperti had planned.

“We had started an emergency plan ayear ago,” Roperti says. “We realizedthat we weren’t really up to speed onemergency preparedness.”

The steps Roperti took to prepare fora hurricane—from creating a writtenlock-down procedure to establishinga mutual-aid relationship with anotherreprographics shop—are steps allreprographics shops should consider,even those not in the path oftropical storms.

“It’s important to stress that there areall kinds of incidences that can causea business interruption, such as poweroutages, hazardous materials spills,even terrorist attacks,” says DianaMcClure, director of public safetystrategies for the Institute for Businessand Home Safety (IBHS), a nonprofitorganization based in Tampa. “Naturaldisasters are just one of many typesof disasters.”

Disaster preparedness shouldn’t be anafterthought for reprographics shops. Itshould be part of the business plan,because having a disaster plan couldmean the difference between resumingbusiness promptly and never openingyour doors again. According to a studyby the University of Texas, 43% of allbusinesses that shut down after adisaster never resume business, and 29%of the survivors last less than two years.

Don’t become one of the losers.

Preparing for a disaster involvesseveral steps, including an audit ofyour current situation, a carefulexamination of the steps to take incase of disaster, and preparing yourphysical space.

Many businesses rely on ready-madekits to prepare their disaster recoveryplans. Roperti used the PinellasCounty Small Business HurricaneGuide to make his plans. Otherbusinesses rely on a kit called Openfor Business, which is available asa .pdf from the IBHS website,www.ibhs.org.

The AuditThe first thing a reprographics shopowner should do is examine his orher business and determine whatneeds protection.

“People have to approach this in avery logical fashion,” says Michael

Shaw, president of Central Blueprintin Great Neck, N.Y. “An audit willgive you an idea of where yourvulnerabilities are and where you canbest spend your money.”

What should you look at in an audit?First list every possible disaster thatcould hit your business, starting withnatural disasters—floods, earthquakes,tornadoes—then man-madedisasters—fire, burglary, electricalsurges. Then consider what each ofthese disasters could do to each part ofyour business. Keep one or more three-ring binders loaded with theinformation your audit uncovers.


Disaster! Planning Ahead Helps Reprographics ShopsPrepare for the WorstBy Ed Avis

“There is a lot of small print

in your insurance policy, and

the middle of a disaster is not

when you want to find out

what it says.”

–Tricia Smith, QueenCity Reprographics

continued on page 28

flood

tornado

Specific areas to examine:

ComputersShaw, whose firm has survived harddrive failures and other computerdisasters, recommends auditing yourcomputer equipment at least once ayear (he does it every time servicecontracts need renewal). Take acomplete stock of your computers,peripherals and all software. Note themanufacturers, capacities, supportcontracts, software versions, virusprotection, back-up procedures,network connections, power backupsand serial numbers. Log everything,and put stickers on all your peripheralsnoting the network IP addresses.

This examination may reveal areasthat need attention. Back-upprocedures, for example, are critical todata-heavy businesses likereprographic shops. “The time haspassed when only large organizationsneed to, or can afford to, back up theirdata,” says Don Beeler, CEO of NSISoftware, which makes software thatcan continuously back up data.

Do you back up data every day, orcontinuously? Do you have a mirroredhard drive, so if your regular drivecrashed you could start anew withoutinterruption? Do you have off-site databackup, so you could access your dataif your building was destroyed?

Off-site data backup is widelyavailable. You can do something aselementary as burning CDs of all yourimportant files and taking them homeeach night. Or you can contract withan outside provider to store your datain a “hardened” facility that is notdisturbed by storms, power outages, orother potential disasters.

Steve Prather, senior vice president ofsales operations for ViaWest InternetServices, Inc., which provides secure,off-site data backup, says one of hiscompany’s printer clients uses ViaWestas a central repository for all of itsprint jobs. This client, which hasseveral locations, sends all of its jobsinto a server at ViaWest’s facility inColorado. Each job is thendisseminated to the printer locationclosest to the final customer.

“That way if anything happens to oneof the print centers, all the data is stillfine and the company can just switchprinting to a different location,”Prather says.

Other EquipmentYour audit should include a list of allother essential equipment, from diazoprinters to laminators. Note serialnumbers, service contracts, andsources of spare parts and supplies.Make sure you know how to replacethis equipment if it’s destroyed.

When a tornado flattened Queen CityReprographics in Cincinnati in thespring of 1999, there wasn’t much left.

“All of our equipment was destroyed,”says Tricia Smith, Queen City’spresident. “The only thing we were ableto salvage was the data on our computersystem and some of our clientdocuments stored in big metal cabinets.”

Smith immediately contacted afriendly competitor to keep herbusiness alive (more on this below),but getting new equipment and theinfrastructure to support it in atemporary location took two months.

Having a good, up-to-date list of yourequipment will make replacing itmuch easier.

Insurance CoveragePerhaps the most important item onyour audit is your insurance coverage.“First and foremost you need to stoplooking at insurance as a necessaryevil,” says Smith. “We found out thehard way. There is a lot of small printin your insurance policy, and themiddle of a disaster is not when youwant to find out what it says.”

Your insurance, basically, should allowyou to stay in business if everything isdestroyed. This is more complicatedthan just replacing your roof andcomputers. For example, if you leaseequipment, who is supposed to insure it?“One key thing we found was that youhave to go over your equipment leasesand read the fine print,” Smith says.

You should ask for full replacementcoverage, so that your equipment iscompletely replaced regardless of itsage or condition. Otherwise yourcheck will only be for the book valueof the equipment, which will probablynot buy you much new equipment.

You should also have “businessinterruption insurance,” which willcover your payroll and other expensesduring the time you’ve got no incomecoming in. “If we had not had this, weprobably would not have been able toget back on our feet,” Smith says.

Also consider receivables insurance—that is, insurance that will reimburseyou if your clients’ businesses aredestroyed and they can no longer paytheir bills owed to you. And don’toverlook flood insurance—manystandard policies don’t cover flooddamage. Finally, consider whether youneed coverage for client documentsyou store.

BuildingCan your building survive anearthquake or a tornado? An audit willtell you whether you need to makeadjustments to your physical plantthat will make it more able towithstand a disaster.

For example, Jiffy Reprographics hashigh-impact glass in its windows tostand up to high winds, and awindowless cinder-block room within


Disaster preparedness

should be part of the

business plan, because having

a disaster plan could mean

the difference between

resuming business promptly

and never opening your

doors again.

fire

hurricane

the building for storing importantequipment and documents.

Carol Chastang, a spokesperson forthe Small Business Administration,says one SBA client noticed that thedriveway leading to his business wasconfigured in such a way that heavyrains always flooded his shop. He usedan SBA loan to change the slope, andwhen the next El Niño rainspummeled his town, his shop was dry.

Make the PlanAfter you’ve carefully documentedwhat can go wrong and how to preventthat, create your disaster recovery plan.

Typically, a disaster recovery planincludes a list of important numbers, allsorts of key documents, a mutual-aidagreement with another business and achecklist of emergency procedures.

The important numbers you shouldhave in your plan:

• Employee home and cell phone(you want to tell them whether tocome to work or not)

• Customers (let them know whetheror not you’re in business, and ifnot, what they can do)

• Your insurance agent (send thecheck, now!)

• Important suppliers (you may needdeliveries to an alternate address,or you may need to cancel alldeliveries)

• Your attorney (in the worst case,you may need to file bankruptcy)

• Landlord or tenants, real estate agent

• Technical advisors.

Some of the documents you needquick access to:

• Your insurance policies

• Lists of equipment, includingserial numbers

• Employee forms, such asunemployment application formsfor your employees in case you needto shut down.

Once you have all this informationcollected, store a copy of your plan offsite, just in case.

The Mutual-AidAgreementAn aid agreement with a fellowreprographer may be the key to yourbusiness’ survival. If you can quicklytransfer your work to another location,you are far more likely to keep yourclients than if you simply tell themyou’re temporarily out of business.

When Queen City Repro’s buildingwas destroyed, Smith contacted afriendly competitor who let heremployees work the second and thirdshifts in their shop to accommodateQueen City’s clients.

“The last thing we wanted to do wassay ‘there’s no option for our clients.’We wanted to facilitate them as wellas we could so we could retain thatbusiness,” Smith says.

Hurricanes cut a much larger swath ofdamage than tornadoes, so Ropertiknew he needed a mutual-aidagreement with a shop outside ofTampa. He established a relationshipwith Ohio Blueprint in Cincinnati.That firm has identical equipment toJiffy’s, so Roperti knew they couldhandle his work.

Checklist of EmergencyProceduresThe final part of the disaster responseplan is the list of precisely what to doif a disaster strikes. You will needmultiple versions of this, each onespecific to a different disaster.

For disasters that may endanger life,your plan needs to include evacuationprocedures, locations of nearbyshelters, emergency numbers, etc.

For computer disasters, this plan mayinclude emergency shutdown andback-up retrieval procedures. Makesure you have somebody on staff whoknows how to retrieve your backups.

For disasters that you see coming—suchas hurricanes—have a plan in place tosecure your equipment and documentsand get your people safely home.

PrepareAfter you’ve done your audit andcreated your disaster plan, prepareyour space. Make sure you have firstaid kits, smoke alarms, fireextinguishers and other basic safetyequipment installed.

Run drills with your staff so everybodyknows what to do. Give your checklista dry run and look for potential snags.

Don’t let the process overwhelm you.It may seem like a huge task, but it’stiny compared to the work you’ll saveif your shop is hit by a disaster.

And reprographers are speciallyequipped to deal with crises.

“Reprographers are very creative,resilient people,” Smith says. “The factthat we deal with chaos on a dailybasis allowed us to recover from thetornado. We have to be organized,maintain sanity, and meet deadlines inthe face of adversity every day. Thoseskills helped us get through this.” ●

Ed Avis is a freelance writer and editor in

Oak Park, Illinois.


(Part one of a three-part series on family businesses in reprographics)

Maintaining Harmony in the Familyand in the BusinessBy Scott Cullen

Family Ties:

There’s no room fordysfunctional families in afamily business, althoughthey’re easy to find like

anywhere else. That may explain whya number of our original sources forthis article declined to talk withus or didn’t return phone calls. Still,it’s pretty much a given that familiesneed to maintain a certain amount ofharmony if the business is going tobe successful.

Rocky Mountain Blueprint and Supplyin Boulder, Colo., is a template forwhich all harmonious family businessesshould operate. Company founder andPresident David Blaylock is hardpressed to find any negatives aboutworking closely the past 20 years withhis wife Sue Anne, who handles allaccounting and bookkeeping functions,and son David, who oversees one ofthe company’s branch locations.

He cherishes Sue Anne’s support, whichhe says has been there from the daythey first hung out their shingle. “Ilike having her around,” says Blaylock.“When Sue Anne takes a day off I’mlost. I’ve talked to a lot of peopleabout this and they don’t understand.They say, ‘You’re with her 24 hours aday.’” Blaylock’s reply, “What’s wrongwith that?”

Another model family business isHackworth Reprographics inChesapeake, Va. Although CharlieHackworth and his wife Dorothyhave been operating a family businesssince the mid 1970s, HackworthReprographics was actually founded13 years ago by Charlie, Dorothy andtheir son, Charles II. It has sincegrown to 33 employees.

“We all have different talents, andwe’ve taken the best of each of us, andit’s blended very well,” explainsDorothy. “Charlie has the gift of gab,so he’s a salesperson and he managesour sales programs.” Charles IIoversees the day-to-day productionand also assists his father on the salesside of the business. Meanwhile,Dorothy manages all the accountingand administrative functions.

Dorothy admits it’s not always easyworking with family. “When you’rewith someone 24/7, you’re going toget on each other’s nerves once in awhile. We’re like any family, we haveour ups and downs and we get upset,and one of us might cross oversomebody’s line, but overall we don’thave any major problems.”

The Family AdvantageFor the Blaylocks and Hackworths,and others in successful familybusinesses, working with family hasits advantages.

“One advantage is the mentoringaspect,” explains Cathie Cushing Duffof Cushing & Co. in Chicago. “If youhave an adult relationship with theparent, sibling or child you’re workingwith, I think it’s a natural inclinationto go the extra yard for your kid oryour brother where you may not dothat with a staff employee with whomyou don’t have that connection.” Shesays that family members have a muchdeeper connection with each otherthan one might have with a co-workeror an employee. “You recognize eachother’s weaknesses and are morecognizant of one another’s strengthsbecause of that deeper understanding,”says Cushing Duff.

Over the years as many as seven of hersiblings have worked at the companythat was founded by her grandfather in1929. Cathie joined in 1975, workingwith both her father and grandfather,

and today works with her husband, herbrother and brother-in-law.

“Family brings a passion to thebusiness that is hard to instill in anemployee,” says Gary Wilbur,president of the second-generationLyndhurst, New Jersey-based R.S.Knapp Co. “That’s the advantage.”

It’s most definitely all in the family atA&E – The Graphics Complex inHouston, Texas, where ChuckGremillion, president, works with hisseven brothers and a brother in-law. “Iwouldn’t do it any other way,” quipsGremillion. “I get to see most of myfamily every day.”

Keeping ThingsSeparateMaintaining harmony in the familybusiness sometimes involves making aconscious decision to avoid dealingwith business issues after hours. Atleast that’s what the Blaylocks try todo. “We seldom talk about businessoutside of the company, and it hasn’tinterfered with anything we’ve everdone,” says David Sr.

Business occasionally comes up atHackworth family gatherings,although Dorothy says it’s more likelyto happen with her and Charlie sincethey’re always together. When they’rewith their son’s family she says they


continued on page 8

I’ve talked to a lot of people about this and

they don’t understand. They say, “You’re with

her 24 hours a day.” What’s wrong with that?

— David Blaylock

try to avoid too much business talksince they don’t want to leave his wifeout of the conversation. “We want itto be a family gathering as opposed toa business meeting,” says Dorothy.

“The three of us go to lunch everyday and that’s where we discuss workissues,” adds Charlie Sr.

The Gremillions offer a differentperspective. “We talk about businessall the time,” admits Gremillion.“We enjoy it. The only time wewouldn’t do that is if it was a sourceof stress or unhappiness.”

But it’s also important to Gremillionand his siblings that spouses not beinvolved in discussions regarding thebusiness unless they work for thecompany. “I’ve read about familybusinesses and why they fail,” observesGremillion. “One of the big reasons isyou get petty jealousies involved andthere’s a spouse driving so and so saying,‘We should make more than theyshould make’ and that kind of thing.”

Cushing Duff says it’s inevitable thatbusiness issues come up outside ofwork although the family often triesto avoid the subject during socialgatherings. “It robs the family of timetogether, and then you’re always atwork,” she says. Instead, family memberswho are involved in the business meet4-6 times a year outside of work andtalk strategically about the family andthe business, often with the assistanceof an outside facilitator.

“This way everybody is in the processand no one is sitting at the head ofthe table,” says Cushing Duff. “That’shuge because the needs of the youngerfamily members are just as importantas the needs of the older familymembers when you’re talking aboutthe management of the business.”

The Cushings also participate in a familybusiness council program through theUniversity of Illinois in Chicago.“This gives us a sounding board of ourpeers who are not necessarily in the

same industry, but it helps provideperspective, feedback and sharedexperiences from other family businessowners,” says Cushing Duff.

Generation GapsMaintaining harmony in a familybusiness often means bridginggenerational differences in managementstyle and business philosophy. “It’s notall cheesecake here,” admits CharlesHackworth II, who sees a generation gapin the way he and his parents approachdifferent aspects of the business. It’ssomething he’s heard from othersecond-generation repro kids as well.“That’s probably where the majorityof our disagreements come from.”

Cushing Duff was fired by hergrandfather three times over the years.“Once because he said I couldn’t type,the second because I was uppity, andthe third because he wanted mybrother, or any brother, working in thebusiness [instead of me].” Nearly 30

years after joining the business CushingDuff heads up the operation hergrandfather started, a role someonewho was born at the latter part ofthe 19th century couldn’t haveenvisioned being handled by a woman.

She freely admits a generation gapstill exists. “I’ve been doing this for30 years and I’m a little more riskaverse than I used to be, while youngpeople are ‘let’s go for it.’ But that’sthe way the world works.”

Keys to SuccessGremillion has no shortage ofopinions on what makes a familybusiness successful. “Number one youmust remember that you love eachother first before business ever entersinto it,” he says. “If you always keepthat in mind that keeps selfishnessout and you have a great chance to be


If you have an adult relationship with the

parent, sibling or child you’re working with,

I think it’s a natural inclination to go the

extra yard for your kid or your brother where

you may not do that with a staff employee

with whom you don’t have that connection.

— Cathie Cushing Duff

successful. One of the reasons thatfamily businesses fail is that peopleget selfish, and that’s the beginningof the end.”

Gremillion also believes thateveryone must be a contributor.“You can’t have any dead weight orsomeone who is unsure of their rolein the business, or someone who’sthere just to collect a paycheckbecause they think it’s theirinherent right.”

Ernie Doud, managing partner withStrategic Family Business Advisors inGlendale, Calif., agreeswholeheartedly with Gremillion.“That doesn’t help family harmony atall because the competent familymembers with the right skill sets willbe resentful of the family memberswho are just in the business becausethey just happen to be a member ofthe ‘lucky sperm club,’ rather thanbecause they have the skill sets thatthe business needs.”

“We’re a business that happens tohave family working here,” saysWilbur when asked why R.S. KnappCo. has been so successful for the past60 years. “We try to run this companylike a business,” says Wilbur. “Ourmanagement team has signedemployment contracts and familymembers are no different if they’re ina key management position. Even Ihave a signed contract.”

“We all like each other,” says CushingDuff about why her family business hasbeen successful. “We can be atloggerheads about implementing atechnology or how to addressparticularly difficult accounts, but atthe end of the day it’s more importantfor us to maintain our familyrelationships than grow the business.”Although there have been times wheneveryone has agreed to disagree, oragreed not to take any action because

it was developing into a family issue.“Invariably every time we’ve takenthat path, it’s proven to be the rightbusiness decision,” says Cushing Duff.

Family business owners also have alevel of trust in their family membersthat isn’t as inherent with hiredworkers, which isn’t to say that theydon’t trust the people they hire whoaren’t family members. It’s just adifferent dynamic.

“As much as we trust and count on allof our employees here at Hackworth’s,there’s a certain comfort and trust youhave with family members becausethey are family,” says CharlesHackworth II.

Gremillion firmly believes that trustnaturally exists when working withfamily. “If you love your sibling andfellow family member, that trust isnaturally there, and I think that’s oneof the reasons why family businessesare so successful,” says Gremillion.“You trust and depend on thosepeople you work with becausethey’re your blood.”

For Doud, success or failure in a familybusiness comes down to spiritualintegrity. “That has nothing to dowith religion,” explains Doud. “It’ssomething much stronger than a valuesystem. It’s the ability of a family tolook at issues of personal pride andpower, and matters of family and

business purpose, and have the guts tomake some tough choices and trade offpurpose over power. I’ve seen familieswith that ability overcome somemonumental problems. Likewise,I’ve seen families where that abilityis missing, flounder over problemsthat you or I would think wererelatively minor.”

There is one final criterion for success.“It always has to be fun,” maintainsGremillion.

Doud agrees. “Businesses come andbusinesses go, but families go onforever. And if you’re going to serve alife sentence, it might as well be fun.” ●

Scott Cullen is a freelance writer and

editor who has been writing on imaging

technologies and office equipment trends

and issues since 1986. You can reach him

at [email protected].


We’re a business that happens to have

family working here.

— Gary Wilbur

Coda Cold-MountLaminatorCoda’s new Cold-Mount Systemlaminator, designed for low- to high-volume production in small-to-medium sized shops, is available inwidths from 14" to 54". The productfeatures a floor stand and a roll-feedwith automatic scrap rewind. Otherfeatures include operator-adjustabletension control, safety motor stops,a 2" roller gap and precise roller andpressure adjustments. A separate RollFeed System can be purchased andretrofitted to existing Coda Cold-Mount laminators.

The new Cold-Mount Systems aresimilar to previous Cold-Mount table-top models, but include the roll-feed system and floor stand.For more information, visitwww.codamount.com.

Mark Bric ExpandsBannerRail Line Mark Bric has introduced a heavy-duty aluminum banner rail display.The product can handle poster andbanner media up to 3/32-inch (93points) thick.

The new slide-in aluminum railingfeatures clear-coat anodized finish, inlengths up to a 8'. The BannerRailcomes as individual components orpre-finished kits. Each kit comes withend-caps, hanging eyelets and otherfinishing accessories. Visitwww.markbric.com for more details.

ORAJET 30-InchInkjet Media Oracal USA expands its line ofsolvent and eco-solvent compatibledigital media with ORAJET 3640, a30", 3 mil, white calendered PVC filmwith a clear, permanent adhesive. Thefilm is available in gloss and mattefinishes and is designed for outdoorsign and banner applications. Oracalrecommends pairing it withORAGUARD 210 Laminating Film.For more information, visitwww.oracal.com.

New Dr. GraphixSolvent Media LineThe DelSol line of solvent mediafrom Dr. Graphix Imaging includessolvent versions of the company’sTR media line.

DelSol TR Photo Gloss and Satinmedia are polypropylene-basedmaterials designed for use with eco-solvent printers. DelSol TR isbiodegradable and waterfast forindoor and outdoor applications.DelSol PVC Banner works with botheco- and true solvent large and grandformat printers. DelSol AdhesiveGloss Vinyl reduces the need forlamination. The line also includesDelSol Gold and Silver Films, BlockOut Scrim Vinyl and DelSol Meshview-through media. Moreinformation at www.drgraphix.com.

Seal Stoplight Media Seal Graphics Americas’ new SEALInkjet Stoplight is a polyester/aluminum inkjet media designed forpop-up exhibit graphics, banner-standgraphics and other flexible displayapplications. The 100% opaque mediaoffers a bright white, water- andscratch-resistant printable surface andis compatible with piezo and thermalprinters using dye or pigment inks.

The media is available in 8-mil or 12-mil thicknesses and comes in rolls 38"or 51" wide, in lengths from 25' to100'. Seal suggests finishing with SealFloor Guard, Jet Guard Deep Crystal,Print Shield Standard UV or PrintShield Deep Crystal laminating films.

More information, including ICCprofiles, available atwww.sealgraphics.com.

Print Job Calculator forDesignJetColorPlaza’s new Print Job Calcluatorsoftware helps HP DesignJet usersmake fast, accurate pricing calculationsbased on media consumption and inkand printhead use.

Users can choose their printer, inkand media type, and set the number ofcopies and size, and the softwareperforms a color analysis of the imageto determine the amount of ink usedand corresponding printhead wear.

The media, ink and printhead pricelists can be customized, and theprogram automatically checks foronline price updates when launched.

Print Job Calculator comes in bothWindows and Macintosh platform(OS9 & OSX) for $99. Download ademo version at www.designjet.info.

Power Two Printerswith SoftRIP UpdateWasatch Computer Technology, Inc.,has updated its Wasatch SoftRIPLight. Version 5.1.2 allows users todrive two output devices simultaneously.

SoftRIP Light is a “personal use”version of Wasatch’s print managementsoftware, but it includes all the colorquality and hardware flexibility of thefull version. Designed for low-volumeproduction environments, it allowsusers more control over imageprocessing and quality.

The software includes 90 days of freetech support and a 60-day money-back guarantee. Wasatch offers a100% credit to SoftRIP Light userswho upgrade to the full SoftRIPpackage. See www.wasatchinc.comfor details.

Bigger Pantone Color Guides for 2005Pantone, Inc., has updated andimproved its famous PantoneMatching System formula guide. The2005 formula guide swatches arealmost 25% than previous versions,

QUICK VIEW

Companies inProduct

Innovations:

Coda

ColorPlaza

Dietzgen

DigiFab Systems

Dr. Graphix Imaging

KIP America

Marc Bric

Oraca USl

Pantone, Inc.

PLP Digital Systems

Roland

Rose Displays Ltd.

Seal GraphicsAmericas

Sepialine

Wasatch ComputerTechnology, Inc.

PRODUCTINNOVATIONS


and the Pantone solid chips bookprovides larger tear-out chips.

The guide is available for $89 for thetwo-book set (coated and uncoated)and $120 for the three-book set(coated, uncoated and matte). Pantonesolid chips are available for $249 forthe two-book set (coated anduncoated) and $299 for the three-bookset (coated, uncoated and matte). Formore information, visitwww.pantone.com.

DigiFab Evolution RIPDigiFab Systems’ new Evolution RIPfor textiles and graphics allows users tocustomize printing with variable dotcontrol, eight-channel inkmanipulation, and individual inksaturation controls. The softwarereduces downtime with a RIP-on-the-fly feature that starts the print job assoon as the file is opened. Colormanagement features include RGB,CMYK, Lab, HSV, HSL, hexachrome,and octachrome color modes; the RIPalso supports ICC 4.0 color profiles.

The Evolution Graphics RIP supportsmedium and large-format printers suchas ENCAD, Epson, HP, Mimaki andRoland. Download a free demo versionat www.digifab.com.

Océ Mid-Range, Low-Solvent PrinterOcé’s CS6060 low-solvent, large-format inkjet printer was designed forshort-run printing and light productionshops. The printer is now being sold inNorth America after a successful debutin Europe, the Middle East and SouthAfrica in 2004.

The 64", 6-color printer features 720 x720 dpi resolution with Océ IJC610low-solvent inks for 3-year outdoordurability. The low-solvent, super-CMYK inks are cyclohexanon-free forlower fume levels. The CS6060 listsfor $32,995; ink prices will beannounced at a later date.

More information on the CS6060 isavailable at www.oceusa.com.

Cost Recovery Softwarefrom Sepialine and KIPAmerica Sepialine and KIP America areteaming up to offer Sepialine’s Argos6.0 cost recovery software for theentire range of KIP wide formatprinters and scanners. The softwarerecords the cost of every print, copyand scan to give shops an accurateaccount of overhead expenses.

Sepialine software integrates with KIPprinters via Argos Data Exchange(ADX), which automatically configuresKIP’s Powerprint Request software, thecompiles all print, scan and copystatistics back into Argos for reporting.

For more information, visitwww.sepialine.com.

Dietzgen ReplacesPapersDietzgen will be replacing its 782 and783 satin and gloss photobase paperswith newer versions. The new 784(gloss) and 785 (satin) are 8-milphotographic papers designed for usewith thermal printers using both dyeand pigment inks. The media is highlyopaque, dries quickly and uses front andback resin coating for heavy ink loads.

For more information, visitwww.nasuha.com.

PLP PlotWorks 5.5.1PLP Digital Systems has upgraded itsPlotWorks reprographics software. Theupgrade offers several performance andquality improvements, includingnative support for Autodesk’s DWF fileformat, the standard in theengineering and design industry forsharing complex design data.

Other features include output-to-fileconversion, enhanced image qualityand a new imaging pipeline that allowsusers to re-sample raster images whilescaling to create higher-quality half-size sets.

PlotWorks 5.5.1 supports printers andscanners from KIP, Kyocera Mita, Océand Xerox. More information availableat www.plp.com.

Roland UpgradesVersaCAMMPrinter/CutterRoland DGA Corp.’s newVersaCAMM SP-300V is a fasterversion of the company’s 30"VersaCAMM 4-color Eco-SOL INKprinter/cutter. The printer is designedfor professional graphics includingsigns, banners, billboards, vehiclewraps and floor graphics.

The SP-300V includes VersaWorkssoftware, an easy-to-use, Windows-based RIP with advanced colormanagement tools, several layoutoptions and on-screen job previewsthat help reduce ink and media wastedue to mistakes. The RIP also helpsincrease print speeds in high qualitymodes, and features automatic Internetupdates to get the latest softwareversion and ICC profiles.

A new media counter on the SP-300V also lets operators track theirmedia usage.

For specification details, visitwww.rolanddga.com. ●

PRODUCTINNOVATIONS

ReproReport.com • January/February 2005 35

Visit us in Las Vegas at IRgA – Booth #515

GuidelinesClassified advertising in REPRO REPORT is provided as an exchange service to members and non-members of the International Reprographic Association.Listings are $.50 per word for members and $1.50 per word for non-members. Please e-mail your classified ad to Erin Beekhuis at [email protected].

• Minimum/maximum word count –Final word count will be determined bythe editor.

• Box numbers – For position-wanted ads,advertisers may request a blind box serviceat an extra $25 per ad.

• Payment – Full payment must accompanyeach ad.

• Acceptance – REPRO REPORT reservesthe right to accept or reject ads at theeditor’s discretion. Ads are accepted in thefollowing categories: positions available,

position wanted, equipment wanted,business opportunities andservices/equipment for sale (ie.Merchandise Mart).

• Number of ads – Acceptance of ads will beon a first-come, first-served basis.

REPRO REPORT shall not be held liable for the accuracy and/or warranties of equipment, supplies and services advertised in this publication.

Merchandise Mart Positions Available

CLASSIFIEDADS


Océ 9476 plotter/ copier in "scan to printand plot" configuration. Large quantity, available forimmediate delivery. Good meters. Coming offOcé service, each unit has Océ "service letter." Theseare great machines for sale to end-users or expansionof FM operations. Call Tom McNew at DIGITAL ES800/749-1138 or [email protected].

Digital ES has the industry's largest inventory ofused wide-format copiers, printers and plotters.All major manufacturers' machines in stock.Available as full refurbs or "as is where is," fromour dock or delivered and installed, 20 years plusin the business. We speak your language. Call us800/749-1138 or [email protected].

Engineering copier parts and supplies foruse in Calcomp, C-4, Dietzgen, K+E, Kip, JDL, JRLSystems, Mita, Océ, Regma, Ricoh, Visual Edgeand Xerox. Image Products of California carriestoners, developers, photoreceptors, cleaningblades, fuser rollers, pressure rollers, fuser websand much more. IPC carries both OEM as well asIPC (our own private label) brand products. MakeIPC your one-stop-shop and call us at 800/221-8831,714/282-5678 or fax us at 714/282-5680, orvisit www.imageproductsca.com.

Laminators: New and rebuilt AGL, Orca, Falconsand Seals rollers recoated – Service all brands.We purchase/trade/finance/lease/train. Tehan &Co. 800/283-7290.

We repair Skrebba staplers. (factoryauthorized service agency) Model 23, 117 andall current models. Contact Zack & Associates Inc.,847/462-1460 or FAX 847/462-1580.

CLC 5100 w/Z7000 Fiery RIP! Only 10months old. Call JP Teti, 800/357-3776;[email protected]

Engineering parts for the complete line ofXerox, Kip and Océ systems. OEM parts at aquarter of the price of the manufacturer. We havebeen supplying the large-format industry for over10 years and carry over 1,000 parts and supplies.Call Reprographic Technology today for acompetitive quote on your engineering parts. Call888/746-1802 or visit www.reprographic-intl.com.

Georgia Blue Imaging, a 94-year-oldReprographics company with 5 metro Atlantalocations is looking for sales professionals to callon existing and new accounts. We are a full servicecompany and specialize in plan room services. Yourexperience in the Reprographics Industry is a must.Please e-mail your resume to [email protected].

NGI, a fast growing provider of reprographic &digital imaging solutions, is seeking SalesExecutives for our Atlanta and Washington DCmarkets. Successful candidates will build customerrelationships, assist with proposal development,close sales and gain market share. Must have aproven sales record, strong self-initiative & exccommunications skills. Base salary + commission.Benefits include health/dental/life insurance,401k, paid vacation and more. Email resume [email protected].

Leading Midwest Reprographics firm is seeking ahighly skilled Sales Manager to lead an existingreprographics sales team in the A/E/C market,and to assist in the expansion of sales in the largeformat color market; for its operations in theKansas City area. A proven track record in theindustry will yield an attractive salary plus incentivebased compensation. Full compliment of benefitsand relocation costs may be included. If interested,please send your resume to: IRgA Box PA, 401 N.Michigan Ave. Suite 2200, Chicago, IL 60611 oremail [email protected] with subject: PositionsAvailable - Box PA.

C.T.I/Valueline is looking for 1 outside sales profor the desirable Orange County sales area. Weare the largest pure distributor of A & E media inCalifornia (no equipment and no repro). Justmedia and supplies to the end user. Base pluscommission plus medical. Opportunity for 6figure income for the right sales professional.Confidential replies to [email protected]

Midwest blueprint firm interested in acquisitionsor investments from 50% to 100% in blueprintand related companies with sales of $3 millionto $6 million. Looking for mostly financial andstrategic planning involvement in ventures. Willpay cash/annuity for operationally strong firmsin any financial condition. Contact Brett Scully,Lakeside Blueprint, at 216/281-1234; e-mail: [email protected].

National Reprographics Inc. is looking for acquisitionswithin the reprographic and digital color industries.Interested in well-managed firms of any size locatedin larger metropolitan markets. Contact Doug Magidat [email protected] or (212) 366-7063.

For Sale – Long established Southern Californiabased Reprographics Company. Sales are over $2million with two locations. Qualified buyers onlyplease respond to Doug Souders (Financial Consultant)at [email protected] (480) 460-3829.

Large Format Dealer Opportunities withMark Bric Display: (www.markbric.com/usa)Preferred Dealer opportunities still exist inseveral cities and metro areas throughout theUnited States. Our world-class display hardwareincludes Mark Bric BannerUp®, SnapUp®,Flexiframe®, and more. Our high levels of productquality, brand recognition and customer servicemake us the only display products partner you’llever need for your large format color output—frominkjet posters & banners to Lambda photo-qualitytrade show graphics to rigid sign boards on yournew flatbed printer—our hardware covers all yourneeds. For immediate consideration, pleasecontact Anita Clarke ([email protected]) atMark Bric Display—800-742-6275.

Opportunities

During the past year, you have seensubstantial graphical and contentimprovements made to REPROREPORT, elimination of a tired PDFnewsletter replaced by a dynamicmonthly HTML IRgA News Digestand recently the introduction of anew Web site.

These actions are part of a full-blownassociation turnaround that is nowcomplete. During the past 18 monthswhen the IRgA was enhancing itsexternal communications vehicles,much was happening “behind thescenes” to strengthen the associationfor the long term.

There was an intensive membershipretention effort this fall that includedthree membership continuationreminder letters, followed by an exitletter offering members an additionalchance to renew. Those reminder letterswere followed by calls made by IRgABoard members to all non-renewingmembers. To date, the association hasretained more than 80% of its existingmembers. While it is not realistic tokeep every member every year, this is animprovement over recent years.

The next step, after substantiallybuilding its prospective memberdatabase, the IRgA is introducing an

ongoing membership recruitment effortand marketing plan to attract formermembers and gain new ones. Keep aneye open for our ads that will soonappear in REPRO REPORT and on theWeb site. Membership is the IRgA’s lifeblood, for without members theassociation would not exist.Membership is everyone’s responsibility,from the staff to the Board to theregional associations to the vendorcommunity. It truly is a team effort!

REPRO REPORT is now a true benefitof being an IRgA member. Thecirculation list has been cleaned up,and now only members receive themagazine every month. Additionalemployees within member companiescan subscribe for $30, and non-memberscan receive the publication for anannual fee of $150. To encouragemembership, REPRO REPORT isbeing sent to members and prospectstwice a year as part of our marketingefforts. Magazines sent to non-memberswill include a membership “call toaction” request to join the association.

Similar cleaning has been made to theDiscussion Forum e-mail distributionlist to ensure that participants areIRgA members.

These improvements and others havebeen made in order to enhance thevalue of IRgA membership. Previously,there was a perception that there wasno difference between members andnon-members, and hence little value.Well, now there is.

Evolution of a BoardAt the same time, the IRgA Board hascontinued to evolve and is now able toserve its necessary function ofgovernance, policy and strategicdirection. Less time is spent duringBoard meetings on operationalmatters, and the association is run likea business—because it is one.

Financial reporting is much improved.Financial statements are sent to the

Board every month, along with aLeadership Letter informing the Boardof important actions and information.During a recent Board meeting inFebruary, the Board decided to includepast presidents in these communications.An Audit Committee has beenestablished to oversee the annualfinancial audit. Bryan Thomas(Thomas Reprographics) will lead thiscommittee as well as a YoungReprographers Committee. MichaelShaw (Central Blueprint Corp.) willhead up a new Industry RelationsCommittee, and Mal Baboyian (OcéDigital Document Systems) willcontinue as chair of the VendorRelations Committee.

Board training is a regular occurrenceand includes regular strategic planningsessions, a new orientation programfor incoming Board members and aone-day course for the incomingpresident to attend along with theexecutive director.

Access 24/7The new IRgA Web site houses acomprehensive industry calendar, linksto other industry associations and thetrade press (including regional andinternational reprographicsassociations, and an up-to-the-minutedirectory of IRgA members searchablein many ways.

Downloadable publications areavailable free to IRgA members in themembers-only section. Memberspreviously received notificationcontaining their new username andpassword. Contact headquarters at800-833-4742 if you require assistance.

The IRgA has come a long way in ashort time. Our efforts now shift tobranding the reprographic industry.Please refer to President ChuckGremillion’s article on page 4 to learnmore about this exciting andimportant initiative that will requirethe support and participation of theentire reprographics industry. ●

The IRgA – Visibly Better

Steve Bova, CAE

ExecutiveDirector

ENDOFTHEROLL


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