Reprographics 101

(more than you ever wanted to know about the reprographics industry)

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  • Sleepy downtown St Petersburg (FL) now has 2 reprographers (ARC and New Age Repro) and they are across the street from each other

    My favorite Starbucks, which I visit nearly every morning when I’m home in St Petersburg, FL (which is across the bay from Tampa), is located at the corner of 1st Avenue North and 2nd Street North in downtown St Petersburg. St Petersburg has a small downtown area – and it always seems to be quiet, never a lot of people out walking around, even though the weather, this time of year, is usually quite pleasant.

    In a post on Reprographics 101 on July 28th, I mentioned that Alex Prieto and George Soliman, who own New Age Reprographics, opened their second location; this one is in downtown St Petersburg, about 300 feet (maybe less than that) from where I’m now sitting at Starbucks. New Age Repro’s location is literally across the street from ARC’s location in downtown St Petersburg. So, there are two reprographics companies operating on the same block. [ARC is in St Petersburg because ARC Tampa Reprographics Services (several years ago) and NGI (in December 2007.) Both NGI and TRS had “shops” in downtown St Petersburg; ARC later consolidated the two operations into one.]

    The other day, this being my first week back in St Petersburg, I walked across the street (from my Starbucks) to see if Alex and George were at their place, just to say hello, but neither of them were there – they were over at their “main” store in Tampa. While at New Age Repro, I met “Alden”, who is relatively new to the reprographics business (according to what he told me.) He was the only one in the shop. The shop is a “wide-open” facility – everything is in one large room. Apparently, business was slow, for Alden wasn’t working on any jobs. He so much as said that it takes time for business to develop, New Age Repro being a newcomer to St Petersburg.

    Anyway, all of this brought to mind NGI’s expansion to St Petersburg back in (I think it was either) 2006 or 2007. TRS (by then, trading as TRS, but owned by ARC) had been located in downtown St Petersburg for probably close to 20 years, if not longer than that. And, TRS had a great branch manager (can’t remember his name, but I think it was Jerry). NGI’s new location in downtown St Pete got off to a very, very slow start. How about an “abysmal” start. Not a large market, and it is not easy to pull customers away from a well run company. As I mentioned, TRS had a great manager and he had a wonderful reputation with customers. As I recall, I think we lost our ass on our St Pete location. But, strategically, it was a good move on our part.

    For New Age Repro to be successful in downtown St Petersburg, New Age Repro is going to have to have not only a maximum sales effort, but be able to provide fantastic service. It is not going to be easy for New Age Repro to unseat ARC as the “major” reprographer in St Petersburg. But, inasmuch as I worked with both Alex and George when we were together at NGI, I wish them luck.

    And, from my daily perch at Starbucks, I’ll be observing action on the block.

  • The Future of Reprographics is, obviously, an important issue !!!

    So important that ….. that topic will be addressed at two different times during the upcoming Eastern Regional Reprographics Association Convention, next week.

    I’m going to be attending the convention and plan to write a “wrap-up” report on this blog, after I’ve returned home from the convention.

    I’m as much concerned about the “FUTURE OF REPROGRAPHERS” as I am about “The Future of Reprographics.” My hope is that, during both of the following “events”, presenters (and round-table moderators and participants) will not only speak to the issue of the future of reprographics, but will also speak to the very-related issue of the “future of reprographers.”

    Friday morning, November 4th:

    9:00AM – 10:30AM, Keynote Presentation – The Future of Reprographics by K. “Suri” Suriyakumar, Chairman, President and CEO of ARC

    Saturday morning, November 5th:

    8:30AM – 10:00AM, Roundtable Discussion – The Future of Reprographics with Moderators, David C. Brownell & Dennis Dillon

    As to the presenters and moderators:

    · I don’t have to introduce anyone to Suri or his background; everyone in the reprographics industry knows who he is and what he’s managed to accomplish since he first became involved in the reprographics industry sometime around 1989.

    · But, Im going to take a couple of minutes to introduce you to the moderators of Saturday morning’s round-table discussion, for those of you who do not know these gentlemen. This background information comes from LinkedIn and from the ERRA’s web-site:

    ERA PRESIDENT
- David C. Brownell

    From the ERRA web-site about David:

    David is Regional Product Manager, Technology Services for ARC Region 11. David’s focus is on technology and consulting services tailored to the design and construction community which includes digital workflow, cloud / SaaS usages and efficiencies, advanced data migration and archiving, integrated project solutions along with BIM integration and consulting. David has been associated with the southern New England A/E/C community and reprographics for over 30 years. David is a business graduate of the University of Connecticut, holds an MBA from Suffield University and is a graduate of the American Reprographics Company Leadership Academy. David has been a supporter of the Eastern Regional Reprographics Association (ERRA) since 1981 and a member of the International Reprographics Association (IRgA) since 1984. He has been a speaker on the usage of technology in reprographics and to the A/E/C industry for the IRGA, Construction Institute – University of Hartford, Associated General Contractors – Young Professionals Council and many others.

    From LinkedIn about David:

    Background features a 20+ year record of consistent excellence in highly visible, progressively responsible roles with an industry-leading corporation. Record of excellence in business development, market development, product development, strategic alliance building, and P&L management. Served as the lead executive officer of a $2 million+ business unit. 
Unique ability to represent an organization and its interest with high level corporate and public sector executives.

Driven by technology, efficiencies and process. Strong background in Cloud, Saas and collaboration applications.

    Regional Product Manager, Technology Services

    ARC

    Public Company; 1001-5000 employees; arp; Information Technology and Services industry

    January 2011 – August 2011 (8 months) New England, New York, New Jersey

    Perform combined product development and high level business development functions encompassing NJ, NY, CT, RI and MA. Product development including SaaS, collaboration solutions, database migrations and complex project
management solutions and cloud storage/access platforms. Position requires high level client contact, discovery planning
and process implementation. Report directly to regional SRVP and to technology teams in Freemont, CA. 
Daily engagement with regional sales consultants. Provide leadership and innovation to develop the strategy, vision and intellectual capital, assets and approach to drive real results.

    Northeast Regional Program Manager

    ARC BIM Services Group

    Public Company; 1001-5000 employees; ; Architecture & Planning industry

    June 2010 – August 2011 (1 year 3 months) New England, New York, New Jersey, Pennsylvania, Delaware

    Business Development Manager

    American Reprographics Company / Crest Graphics

    Public Company; 1001-5000 employees; arp; Information Technology and Services industry

    January 2007 – December 2009 (3 years) New England

    Signed a national account (corporation with presence in multiple US markets) during a challenging economic climate. This represented a major competitive “win”.

    Perform combined product development and high level business development functions encompassing DE, PA, NJ, NY,
CT, RI and MA. Identify building information modeling (BIM) vision and possibilities along with implementation of BIM and project lifecycle management (PLM) solutions to the architectural, engineering, construction, owner (A/E/C/O) community through virtual design and construction (VDC) consulting. This is achieved through working on project scopes, deliverables, time and communication as well as risk management. Primary focus is on business development and selling solutions, development of processes related to clients, leveraging technology for building systems analysis, collection and management of master data for potential CAFM and CMMS systems. Position requires direct involvement with client/owner presentations, RFP and scope preparation, 3D model creation at any milestone either in Design/Bid/ Build, Design/Build or IPD (Integrated Project Delivery) environments. Deliverable processes bases on project scope included constructability review, clash/collision detection, quantitative take off and discrepancy reporting, 4D & 5D integration, trade coordination planning and implementation/facilitation, as built modeling and FM/manage modeling and data collection as to industry standards. 
• Provides leadership to the organization during a time of dynamic change. Developed and delivered large consulting contracts within first six months in the position. 
• Represents ARC BIM Services Group and the American Reprographics Company at a strategic level within the industry, building alliances and serving as a “thought leader” on a variety of topics.

    Update: It is my understanding that David left ARC in August 2011.

    ERA DIRECTOR OF EDUCATION
- Dennis Dillon


    From the ERRA web-site about Dennis:

    (Update: MBC know operates under the ARC brand name)

    MBC Color Graphics/Precision Imaging

    Dennis has been in the reprographics/color graphics industry for his entire career. His career in the reprographics/color graphics industry started in 1997 when he joined Leet-Melbrook Inc.. Dennis has held the position of account manager, regional sales manager, Vice President of Sales and Operations, and currently holds the position of Divisional Vice President. He was instrumental in the launching of PlanWell when it was first released in our market in 1999 and serves on his corporations Advisory Board in regards to digital services offered by the company nationwide. Dennis serves on the board of the Eastern Reprographics Association and is a member of the International Reprographic Organization, AIA of Washington DC, Associated Builders and Contractors of Washington DC, Baltimore, and Virginia. Dennis also is part of Rebuilding Montgomery County as part of giving back to the community.

    From LinkedIn about Dennis:

    15 + years in Sales/Sales Management/Operations and Marketing for Color Graphics, Digital Reprographisc and Micrographic products and services. Coordinated liaison relationship between sales, production staff and client. Developed and implemented training seminars for employee and clients on applications pertaining to Reprographic and future services (i.e.: digital on line planrooms, ITB Systems, color, laser plotting, and scanning). Worked in all areas of the business including accounting, production, sales (Government & Commercial), quality control, customer service, and operations supervisor.

Particular strengths in providing high standards of sales and marketing support, sales administration and new business development. Equally skilled in key account management, sales planning, product training and customer service.

Proven abilities in market development, territory/regional management, end user training and introductions. Direct contributor to growth, revenue generation and profit performance.

    Specialties

    Color Graphics-Grand Format, ON-Line Planrooms, Invitation to Bid Systems, Workflows Solutions for General Contractors

    Vice President

    ARC-Eastern Region-Riot Creative Imaging

    Public Company; 501-1000 employees; ARP; Printing industry

    June 2009 – Present (2 years 5 months)

    VP of Sales/L Street Operations

    MBC Precision Imaging

    Public Company; 501-1000 employees; ARP; Printing industry

    March 2009 – June 2009 (4 months)

    VP of Sales

    MBC Precision Imaging

    Public Company; 501-1000 employees; ARP; Printing industry

    January 2008 – June 2009 (1 year 6 months)

    VP of Sales

    Reprographic Technologies

    September 2001 – December 2007 (6 years 4 months)

    VP of Sales

    Leet-Melbrook Inc

    November 1997 – September 2001 (3 years 11 months)

  • Tampa Bay area continues to shed construction jobs

    While real estate development activity is gaining strength in Boston, MA, it does not appear that real estate development activity is picking up much pace in Tampa, FL

    Title of an article that appeared, today, in the TBBJ:

    Tampa Bay area continues to shed construction jobs

    From the Tampa Bay Business Journal

    Date of article: Thursday, October 27, 2011, 1:59pm EDT

    Tampa Bay lost 600 construction jobs between August 2010 and August 2011, according to new report by the Associated General Contractors of America.

    The 1 percent decline reduced the hardhat work force to 52,100.

    Nationwide, construction employment declined in 153 out of 337 metropolitan areas, increased in 145 and stayed level in 39, according to the organization’s analysis of federal employment data.

    Association officials said declines in publicly funded construction projects continue to offset modest improvements in the private sector market.

    “Despite the fact the industry added 26,000 new jobs in September, industry employment continues to fall in far too many metro areas,” Ken Simonson, the association’s chief economist, said in a statement.

    None of the 22 metros in Florida examined in the report experienced construction gains. Overall, the state lost 16,200 construction jobs over the past year, a 5 percent decline.

  • New-home sales jump in September as builders cut prices

    From an article on USA Today, this morning …..

    Sales of new homes fell for four straight months before September

    WASHINGTON (AP) – Sales of new homes rose in September after four straight monthly declines, largely because builders cut their prices.

    The Commerce Department says sales rose 5.7% last month from August, to a seasonally adjusted annual rate of 313,000 homes. Still, that’s less than half the 700,000 economists say must be sold to sustain a healthy housing market.

    The median sale price of a new home fell 3.1% to $204,400 — lowest since October 2010. The number of new homes on the market was unchanged at 163,000, a record low.

    Sales of new homes fell for four straight months before September and hit a six-month low in August.

    This year could be the worst year for sales since the government began keeping records a half century ago.

    • MORE: Read the report

  • ARC will release its Q3 2011 Financial Results next week – care to take a stab at guessing ARC's Q3 sales?

    American Reprographics Co (ARC) will be releasing its Q3 2011 results on Tuesday, next week (11/2/11), after the market closes.

    Below, you’ll see my “guesstimate” of ARC’s Q3 2011 Sales …..

    Sales

    millions

    Q1 2010

    $112.16

    actual

    Q2 2010

    $115.09

    actual

    Q3 2010

    $109.42

    actual

    Q4 2010

    $104.97

    actual

    Year 2011

    $441.64

    actual

    Q1 2011

    $106.50

    actual

    Q2 2011

    $109.59

    actual

    Q3 2011

    $105.00

    Joel’s guess

    So, what’s your guestimate of ARC’s Q3 2011 Sales?

    American Reprographics Co (ARC) will be releasing its Q3 2011 results on Tuesday, next week (11/2/11), after the market closes.

    Below, you’ll see my “guesstimate” of ARC’s Q3 2011 Sales …..


    Sales

    millions

    Q1 2010

    $112.16

    actual

    Q2 2010

    $115.09

    actual

    Q3 2010

    $109.42

    actual

    Q4 2010

    $104.97

    actual

    Year 2011

    $441.64

    actual

    Q1 2011

    $106.50

    actual

    Q2 2011

    $109.59

    actual

    Q3 2011

    $105.00

    Joel’s guess

    So, what’s your guestimate of ARC’s Q3 2011 Sales?

    Here’s what analysts are estimating…..

    From Yahoo Finance

    Sales Estim

    Sales Estim

    Sales Estim

    Current Qtr.

    Next Qtr.

    Current Year

    11-Sep

    11-Dec

    11-Dec

    Avg. Estimate

    105.82M

    103.43M

    425.64M

    No. of Analysts

    3

    3

    3

    Low Estimate

    104.09M

    99.98M

    420.16M

    High Estimate

    108.00M

    107.00M

    432.00M

    Year Ago Sales

    109.42M

    104.97M

    441.64M

    Sales Estim

    Next Year

    12-Dec

    Avg. Estimate

    437.09M

    No. of Analysts

    3

    Low Estimate

    428.77M

    High Estimate

    444.51M

    Year Ago Sales

    425.64M

  • Document Management in the Cloud – What You Need to Know About Cloud Computing Security

    I found this article on Ideal’s site, this past weekend:

    Document Management in the Cloud

    What You Need to Know About Cloud Computing Security

    Posted by Diane Mitol on Mon, Oct 24, 2011 @ 01:20 PM

    Cloud computing is fraught with security risks, according to analyst firm Gartner. Smart customers will ask tough questions and consider getting a security assessment from a neutral third party before committing to a cloud vendor, Gartner says.

    Customers must demand transparency, avoiding vendors that refuse to provide detailed information on security programs. How secure is your cloud? Here are three questions you should ask:

    1. Does it meet industry and government security requirements for integrity, regulatory data and privacy?

    2. Is the data co-located, backed-up and encrypted?

    3. Is the system hacker-proof?

    You can access the full article at this Internet-address:

    http://info.ideal.com/blog/bid/90193/What-You-Need-to-Know-About-Cloud-Computing-Security

  • Which Reprographics Companies have GONE OUT OF BUSINESS since the start of the Great Recession?

    The RW Baird Third Quarter 2011 Reprographers Survey is finished, has been published, and, if you’re an IRgA member, can be accessed by visiting the IRgA’s web-site.
    I’d like to thank RW Baird for furnishing me a courtesy copy of the survey results.
    Because the survey results are intended only for IRgA members, I am not going to post a copy of the survey in my Google Docs library, nor am I going to reveal the content or results of the survey …. with one minor exception, as you’ll see below.
    Here’s the exception. In the survey, this statement was made:
    “This quarter’s rotating question indicates that approximately 40% of reprographers have seen a competitor go out of business since the beginning of the recession.”
    On Reprographics 101, I’ve previously mentioned the Chapter 11 Bankruptcies of Florida Reprographics (Tampa, FL), United Reprographics (Seattle, WA). But, in spite of Chapter 11 filings, those two companies are still in business; in other words, they’ve not gone out of business.
    DigiPlot, formerly of Boca Raton and Ft Lauderdale, FL, did go out of business. Mid-City Blue (WI) did go out of business.
    Inasmuch as there are, evidently, other reprographics companies that have gone out of business since the start of the Great Recession (Dec 2007) – and I’m saying that given the response Baird got to that rotating question – and inasmuch as I would like to be able to share “gone out of business” news with my blog-visitors, I’d like to ask my blog-visitors to tell me the names (and city locations) of reprographics companies they know of who’ve gone out of business since the Great Recession started. You can post that information in a comment to this post or you can e-mail the information to me (see header of blog for my e-mail address.)

  • IRgA Announces Revised Membership Fees – Now is the time to renew, re-activate or sign up!

    Now up on the IRgA’s web-site (at www.irga.com), the new membership dues schedule, reflecting the “new direction” of the IRgA.

    A couple of comments before you read what the IRgA posted on its web-site:

    1) Although the dues schedule says “renew”, I’m pretty sure that “new” members will benefit from the same rates as “renewing” members will benefit from. So, for those of you who are not already IRgA members, here’s a great chance to sign up for membership at the new low rates. Sign up!

    2) There are two different categories for IRgA members – a) reprographics company members and b) vendor members. In a very recent e-mail to Bob Roperti, President of the IRgA, I suggested to Bob that the IRgA should consider a third membership category – “Retired Reprographers” – as that would be a category for me and for many friends who still follow, and care about the industry, but who are now retired (or temporarily inactive.) And, perhaps there should a fourth category – “individual” members? I keep thinking of that old saying, “strength in numbers.”

    3) I have done numerous posts on Reprographics 101 about the benefits of being a member in the IRgA. There are a whole host of reprographers who have never been members of the IRgA, and there are quite a few reprographers who cancelled their memberships when times got tough and expenses had to be cut back. The revised membership dues rates are a bargain, so now is your chance to sign up or re-activate! As Nike would put it, “just do it”.

    “New Direction For IRgA – Reprographers”

    The IRgA will continue to serve as independent, unbiased and neutral resource for sharing information between segments of the industry while also providing a great deal on membership.

    Annual Membership Dues for Reprographics Company Members

    Company Size

    Renew before Nov 30

    Renew after Nov 30

    1 – 5 employees

    $99

    $149

    + 5 employees

    $349

    $399

    A New and Enhanced Value Proposition
Following is the list of membership benefits:

    • By being an IRgA member, you are maintaining your relationship with other like-minded drivers of the Reprographic Industry. As our industry continues to evolve, maintaining this level of communication, connection and industry infrastructure will be critical towards developing our business models moving forward, given the dramatic opportunities for new growth through the adoption of Technology, Color and Decentralized printing by our traditional Client Base.

    • Only IRgA members can attend industry networking events being held at various trade shows and industry meetings.

    • Monthly News Digest electronic newsletter will contain announcements about IRgA events and links to industry-specific news releases, member profiles and links to vendor member company Web sites.

    • Quarterly Baird Economic Trends Report. Member participation will be needed in order to collect substantial information which can then be used collectively to compare your business against the trends.

    • Web site containing the membership directory, association news and links to vendor organizations’ Web sites.

    • Ongoing discussions through the IRgA’s LinkedIn page. Sign up if you’re not already one of the 300+ people already LinkedIn to the IRgA.

    As an advocate for the reprographics industry, the IRgA’s voice can only be as strong as its collective membership. I look forward to your continued involvement. If you have any questions, please contact the office at 800.833.4742 or by email at irga@irga.com.

  • IRgA Networking Reception at SGIA – very brief wrap-up

    Several visitors to Reprographics 101 asked if I would be posting anything about the IRgA Networking reception that was held at the SGIA convention/conference. Although I did not go to the SGIA, I did ask Bob Roperti, President of the IRgA (and who did go to New Orleans for the IRgA Networking reception and the SGIA show) to jot me a note to tell me how things went. And, here’s what he said to me:

    From: Robert Roperti

    Date: October 24, 2011 3:38:36 PM EDT

    To: joel salus

    Subject: Re: IRgA Networking reception

    Joel,

    SGIA is a vibrant industry tradeshow immersed in success and expanding markets.

    They’ve got (SGIA has) an over abundance of worldwide vendors and suppliers knocking themselves-out to introduce new products. Mike Robertson (of the SGIA) said that they had 15,000 pre-registered, but expected the gate numbers would be higher.

    ReproMax and Pier Group held their meeting over the weekend in conjunction with the SGIA.

    The IRGA Reception was attended by 38 reprographers and vendors. The flat $35 fee covered the open bar and snacks.

    Since this was a first time event, we had no idea if anyone would attend, but, in-fact, the senior management (of the SGIA) came to chat about business trends, vendor offerings, and the new equipment on the floor. Kip, Oce, Contex, National Azon and Quality Laminating were sponsors for the event.

    On a longer-range look at our industry… we need industry networking events to stay abreast of people, changes in management, changes in ownership and the ability to reach out to friends for services outside of our markets. The affinity groups play a special role in this same task, but the economy has also impacted their memberships and geographic coverage.

    Regards,

    Bob


    Robert J. Roperti

    Jiffy Reprographics, Inc.

    Clearwater, FL 33756

    Note from Joel: In a subsequent post, I will be talking about the IRgA’s change in direction and the new membership structure and fees.

  • In Memoriam: Jack C. Cohen, FAIA (recap of Jack's memorial service)

    On Saturday in Washington, DC, we attended a memorial service for Jack C. Cohen, FAIA, one of my father-in-law’s (Gus Nadell) best friends for many, many years. Jack was the founder and managing partner of CHK Architects (the firm is now known as Torti Gallas.) I had the pleasure, if not the privilege, of serving CHK’s reprographics needs during my entire first career in the reprographics business, from 1970 until I retired from Rowley-Scher in 1988. The words “privilege” and “pleasure” are, of course, understatements. CHK was an absolutely amazing firm to work for – CHK’s team members were very talented, very hard working and an absolute delight to serve!

    One of the worst things, if not the worst thing, about growing older, is the fact that friends, family and business associates eventually pass away. Jack died in late September, after a very full, rich life. Yesterday’s memorial service was a celebration of Jack’s life. As I mentioned in my earlier post about Jack’s passing, he was an incredible person – warm, engaging, personable – all of the adjectives that describe a unique, special person.

    Tom Gallas served as the master of ceremonies for Jack’s memorial service. Tom is an accountant (CPA) by background and a partner in Torti Gallas. It was Jack who hired Tom to join CHK, and I remember when Jack made that decision – to hire a CPA to run the business operations of CHK. Fantastic decision. Tom Gallas was a masterful master of ceremonies – his organizational talents are, well, masterful.

    John Torti, who joined CHK in 1973, gave an absolutely, wonderful, heartwarming recap of Jack’s business career. Jack led CHK to be one of the premier Architecture firms in the Washington, DC area. John Torti mentioned that Jack, during his long, highly successful career, employed more than 2,500 people. That’s a lot of lives to touch (especially when you think of the families of those who worked for CHK.) I was really glad to hear John share with everyone that Jack’s practice – hiring-wise – was to completely ignore race, color, creed and religion. Which was why CHK (and I’m positive that Torti Gallas is the same way today) was a virtual melting pot of people – from all backgrounds, ethnicities, religions, etc. Working with CHK was like working at the U.N. Jack (and his partners) hired minorities when discrimination was still common in the D.C. area. It is a fact that many black architects, right out of school, got their first architecture jobs at CHK. Several of those architects later founded their own firms. (Virtually all of those firms, if not all, also did business with our reprographics company.) John mentioned Jack’s incredible relationship-building skills. That skill came natural to Jack Cohen. Young people starting their careers in business should learn, early on in their careers, that “your success depends on the success of your customers/clients”, which is something Jack seriously took to heart, and I’m very glad John Torti mentioned that about Jack. John’s recap of Jack’s business life was very eloquent and thoughtful. As I sat there listening to John speak about Jack, it brought tears to my eyes. And, brought back many fond memories of my days – and my father in law’s days – of working with Jack, his partners and all of his associates.

    Saturday’s memorial ceremony was attended by quite a large number of Jack’s former employees (Jack thought of them as team members, not as employees), many of whom went on to founding their own architecture firms after leaving CHK. For me, the memorial ceremony as a homecoming of sorts – gave me the opportunity to say hello to people I served for many years, during my first career, people that I and my father in law cared a great deal about – considered friends, not just customers.

    Jack C. Cohen, FAIA is no longer with us in the present, but his amazing legacy will live forever. R.I.P., Jack, you will be missed by all whose lives you touched.