Quick Printing

JUN 2013

Quick Printing is the resource for the Commercial printing, visual and graphic arts industries. Since 1977, Quick Printing has focused on improving efficiency and increasing sales and profits in the print shop. Industry experts share their ideas and

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mailed more than five million pieces last year. "When you're talking about a volume like that, it really does task a company to make sure that we do all the same steps and quality control that we do when, just the year prior, we did a million and a half pieces. So, yes, there's no doubt that it was challenging." Staff jumped from 15 to 22, and the company spent about $200,000 on new equipment. What didn't change was PIP's history of long vendor relationships. "By utilizing and drawing upon those relationships, those vendors also appreciate the opportunity for growth." The process of mining referrals, he says, begins with good service. "We had a client that we grew. People from that company moved on to other companies and brought us in because they were very satisfied with the solution we provided. We also always seek out satisfied customers and ask them for somebody else. Even in a large market like Southern California, it is still a small world where a lot of folks know each other." The work is extremely varied, Pansky says. "We have over 300 different publications between our major healthcare companies. Some are on-demand printing where you might have a one-off; others could be 50,000." PIP has a trio of clients for whom it handles the entire suite of services, from print to fulfillment, mailing, and inventory. "And that really is the bulk of it," Pansky relates. "We have dabbled with other clients and, quite frankly, their volumes tend to be much lower. It has been a challenge for us to be able to be profitable with just a small percentage of fulfillment services with smaller clients." Fulfillment and mailing services for that niche, he concedes, "are not very profitable. It's a very small margin, but you've got to have it. If you break that link, then basically the client is dealing with another vendor for another service." Consistency and the long view are important, Pansky stresses. "Our general manager Heather Kelly has been with us for 23 years, and she is the main contact to our top accounts. She knows their business. Our clients consider us a part of their marketing teams, and we work hand-in-hand." And 2013? Pansky doesn't realistically expect the same kind of volcanic growth, but he does plan to continue focusing on maintaining his current book of business. "In an industry like this you rebid annually, and you have to win this business," he notes. "It's not a guarantee, so our number one goal is to maintain the existing business that we have, and then secondarily to grow. As I've said, referrals have been a big part of our business. We are constantly asking our current customers where we might find another opportunity." The more modest goal is to grow the business 15 percent in 2013. "We think that that is reachable, provided everything falls in line," Pansky concludes. "Then again, there is always an opportunity. We could have some thing hit like last year and knock it out of the park again." ◗◗ ARE YOU WAITING FOR PUNCHED PAPER... ...OR IS IT WAITING FOR YOU? The STERLING® DIGIPUNCH punches paper without the need of a watchful operator. Pile 5 reams of paper into the feeder and 5 reams of paper will be punched and waiting for you in as little as two minutes. Now punch for wire, coil, or any hole pattern up to 72,000 sheets per hour, with the Sterling Digipunch®. The automatic touch screen makes it the most user friendly punch ever devised, allowing the operator to set up and change over automatically. Stop waiting for your paper. Dont just punch it-DIGIPUNCH IT. For more information, visit MyPRINTResource.com/10008067 w w w. M y P R I N T R e s o u r c e . c o m June 2013 / QUICK PRINTING 27

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