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Optimist, Pessimist or Realist?

Steve Bova, CAE Executive Director You may have heard that the optimist says the glass is half full and the pessimist says the glass is half empty. Both are correct. And, so is the realist who says, “it’s just another glass that needs to be washed.” I’ve been privileged to be the executive director of the IRgA for the past 18 months and have had occasion to experience all three states of mind.

It could be easy to be a pessimist after hearing stories of the glory days in the reprographics industry – when our business was not seen as a commodity but rather a necessity. Pessimistic because I’ve heard those days are long gone. Even more pessimistic considering that membership participation in the IRgA has declined and the association has experienced financial losses since the heydays. However, I’ve seen this scenario before and realize that it is always darkest before the dawn.

It’s easy to be an optimist after seeing all the great things that are happening within our industry – people sharing success stories and lessons learned with each other, technology enabling reprographers to expand their business into areas previously filled by other industries, unparalleled loyalty to the art of reprographics. The list can go on.

As an association professional, I’ve been involved with four successful association turnarounds. There’s good reason to be optimistic about the IRgA. With the convention in Las Vegas (May 11-13), attendance is looking up; we’re way ahead of last year’s pace! In fact, 72 percent of visitors to the new IRgA website who participated in the new Insta Poll said they plan to attend this year. And the association is taking significant steps to turn around financially.

Perhaps we should also be realists. The fact is we have decided to be a part of this great industry and should make the best of our opportunities. It’s what we do, and we’re proud of our work. As a newcomer at the trade show last year, it was phenomenal to see all the things reprographers can do, and with such high quality! Reprographics is a great industry and it’s up to each of us to make it better. The reality is... there’s reason to be optimistic about our future.

Going Public
Last month, the largest company in the reprographics industry went public, bringing reprographics to Wall Street. That day I was greeting the IRgA Board of Directors for its winter meeting. Two members of the IRgA Board are members of American Reprographics Company (ARC), which completed its IPO. It was fun to witness nearly every Board member checking the market with their cell phone, some every few minutes, to see how the company would perform on its first day. Some had a financial interest while most did not. Simply, they were excited about what was happening within our industry. For more information about ARC’s IPO, click here.

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Kodak becomes Sole Owner of Kodak Polychrome Graphics
Eastman Kodak Company recently announced that it will become the sole owner of Kodak Polychrome Graphics (KPG) through redemption of Sun Chemical Corporation’s 50 percent interest in the joint venture. The transaction will increase immediately Kodak's sales and earnings while expanding the global distribution network for the digital printing systems made by its Graphic Communications Group and broadening the company's solutions portfolio. Read more...

Allegra Network acquires Signs Now
Allegra Network LLC, the world’s fourth largest printing franchise in system-wide sales, has signed a purchase agreement to acquire the assets and franchise agreements of the third largest sign franchise, Signs Now Corporation. Read more...

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Resellers and OEMs – How can you improve your bottom–line? Spicer Universal Viewers offer powerful imaging tools that serve a range of industries. Customers can scan, view, edit, mark up, print and easily exchange hundreds of business and CAD file formats worldwide. Join the Spicer Authorized Reseller Program today at www.SPICER.com

Worldwide Sales of Flatbed Inkjets in 2005 to exceed 1,500 Units
According to Web Consulting’s latest report, Flatbed Inkjet Printing 2005, worldwide unit sales of high–end and mid–range flatbed inkjet printers in 2004 grew by 82% over 2003 to reach 650 unit sales in the year. The report also forecasts ongoing growth in these sectors, plus the rapid emergence through 2005 of a significant new product category in low–cost flatbed inkjet devices. Read more...

U.S. Housing Activity Up 4.7 Percent in January
Construction of new homes and apartments rose 4.7 percent in January to the highest level in over two decades as low mortgage rates continued to power the nation’s housing industry. Read More...

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ReproCentral™ allows reprographics professionals to offer customers an online planroom to easily review bid information, order plan sets, view prints and specifications, and request automatic e–mail notification of addendums and revisions. You host your customer’s files, control access to files and, most importantly, provide new services to keep their business. www.fasterprojects.com/reprocentral

IKON to leave Document Services Business
The Associated Press recently announced that Ikon Office Solutions Inc. is cutting 1,500 jobs, or 5 percent of its work force, to reduce costs and leave the document services business because of limited profitability. Read more...

Plan Express Expands Logistical Capability with RSA Partnership
Reprographic Services Association (RSA) and Plan Express, Inc. (PEI) recently announced the first of its kind partnership designed to complement each organization and provide proven cost-savings and productivity to PEI and RSA customers. Read more...

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The KIP 1020 is a compact, ultra–fast network printer that delivers high resolution output on media sizes from 8.5” x 11” to 18” x 24” The efficient, compact design of the KIP 1020 allows it to be situated anywhere in the office to produce excellent quality prints. www.kipamerica.com

WRA to host Meeting in conjunction with IRgA Annual Convention
On May 10th the WRA will be sponsoring a panel discussion featuring representatives from Océ, KIP America, The PEiR Group and Xerox each of whom will share their company’s vision for the future and trends that will be impacting the reprographics industry in 2005 and beyond. Read more...

CRA selects Austin, TX for 2006
CRA recently committed to September 27 – September 30 for the 2006 CRA convention at the Marriott at the Capitol hotel in Austin TX. Mark your calendars!

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Inside the IRgA

Sales Compensation & Incentives Survey Now Available
Compensation & Incentives data is being compiled for the Sales Compensation Packages and Incentives session presented by industry consultant Dave Fellman at the 2005 IRgA Annual Convention. Share your successful (or struggling!) current strategy via this confidential survey.

Register now for March Mounting & Laminating Seminar
Register for the March 17–18th Seminar hosted by Drytac in Richmond, VA. Upcoming April 14–15th sessions are hosted by Drytac in Los Angeles, CA and GBC in DeForest, WI.

Feature

Charging for Digital Services
By Andrea May

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

a. It is imperative to charge for digital services to avoid being priced out of the business. You quote the customer the usual square-foot price for prints but are happy to walk away with 50 percent of the initial quote;

b. You know what side your bread is buttered on. You burn the CD for a nominal fee ($5 – $36) and make a play for recouping printing through the subs who don’t have in-house printing capacity. You arrange pre-negotiated pricing with the client and receive permission to market your printing services on the CD. Maybe you'll get lucky and see some secondary business; or

c. You waive the CD burning fees but also discuss with your customer the benefits of utilizing your online plan room to manage their construction project. You’ve got good karma and believe what goes around comes back around to repay you.

Your choice illustrates where you think reprographics is heading in the next five years.

The full article on this subject will appear in the March/April 2005 issue of REPRO REPORT.

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