Dear Colleagues:
In parallel with a news release that is being mailed today I want to announce
to the broader membership my separation from NAGASA effective June 14
to accept a management position with printCafe. A leading provider of
information technologies software and e-commerce solutions, printCafe
enables printers and their customers and suppliers to take advantage of
the Internet in an integrated manner. I am pleased to announce that Greg
DuRoss, NAGASA’s Director of Member Services, has been asked to lead
the organization on an interim basis.
I have enjoyed working with members in the channel as NAGASA began to focus more strongly on members’ needs, including issues such as consolidation, tight margins, the migration toward digital technologies, and implementing the e-commerce strategies. I am confident the association will continue pursuing solutions to these issues that impact both equipment and supplies dealers - large and small – as well as the small and large equipment and consumable product manufacturers, distributors, converters, and VARs.
My move is prompted by my evaluation of what is important for my career. Also appealing is the opportunity to help printers and other segments of the graphic arts industry take advantage of e-commerce tools that enhance their relationship with the customer instead of seeking to replace or commoditize their function; not all e-commerce tools are alike in this regard.
NAGASA is in good shape. I depart NAGASA following a successful, member-organized and member-led Forum 2000 and with planning already underway for a terrific Forum 2001 event. I am also pleased, as you will see in the upcoming Annual Report, that the organization will make its budget plan of netting a budgeted surplus that will be added to our association reserve funds. A strong publishing program, well-attended breakfast meetings, and other activities all reflect positively on the organization and its future.
NAGASA also has challenges that reflect developments in the channel. Consolidation among customers has created pressure on the channel, while consolidation among dealers, distributors, converters, and manufacturer members has affected membership and, by extension, dues and Forum income. The migration of printing and imaging technology to digital workflows and increasing interest in the Internet has also created intense examination of the value-added proposition for the channel. As we have over the past two years, on a path-forward basis the organization must continue to listen carefully to member needs as well as to examine what works, what does not work and then act accordingly.
With these thoughts in mind I’d like to offer some other ideas and suggestions for your consideration:
No. 1: NAGASA’s effectiveness depends on member involvement.
- Help plan Forum 2001 planning. This year’s program reflected member needs because members planned the event. They suggested the topics, the speakers, and many of the logistics. Members also moderated the program on-site, helping to assure that the content reflected channel needs. Join this effort today by contacting Greg DuRoss at NAGASA.
- Attend Forum 2001. Dates are set for May 4-7 at the Doral in Miami. While the golf should be great for those so inclined, the program will be even better, as will the unique opportunity to interact in a non-commercial setting with dealers and manufacturers from across the country. Mark the dates, put it in your budget, and plan on attending with other members of your management team.
- Participate in the Dealer/Manufacturer Action Teams. Drawing on the Line Committee concepts, these teams are being established to provide detailed and specific interaction between manufacturers and their dealer networks. Dealer participation in – and leadership of – this effort is key.
- Participate in the Financial Ratios survey. All data is confidential
and seen only by the CPA undertaking the analysis. Participants get
a free copy of the results. Wider participation leads to more robust
analyses. If the forms prove to be a barrier, submit your financial
statement. NAGASA is spending member dollars to compile this report
as a key member benefit. Dealers: supply your data today if you have
not already done so.
No. 2: The channel has a critical value-added role to play in the graphic arts
I’ve heard representatives from many segments of the graphic arts lament the pending demise of the channel. This is must stop. While it’s important to acknowledge that we have challenges, it is even more important to recognize that:
- The channel remains the most effective and efficient manner with which equipment and supplies move from the manufacturer to the end user
- We must recognize that dealers are not limited to only distribution functions and are actually engaged in the business of "process support" for customers. The dealer’s role includes – but extends well beyond – local warehousing and delivery of product and encompasses proactive problem solving in an increasing range of areas.
- The dealer relationship with end users is key to learning about and then addressing customer needs.
- While highly competitive, printing/imaging processes are thriving
even as the product mix changes and imaging technologies evolve. On
this, analog consumable products such as film and plates continue to
be multi-billion dollar markets, even as the channel begins the process
of re-tooling to meet the needs for increasingly digital workflows.
No. 3: NAGASA is key to the channel
It’s been said "Give me a place to stand and I can move the
world." Through member support – through participation in association
activities, attendance at Forum, and dues -- dealers, distributors, converters,
independent manufacturer representatives, and manufacturer partners gain
that place through their independent association devoted solely
to their needs and interests. Acting together in a coordinated manner
through NAGASA the channel can continue to advance the state of the distribution
process.
In closing, I owe thanks to the three Board Chairs with whom I have worked – Brian Kroot, Kyle Walker, and Joe Thornhill – as well as to the many members who have reinforced to me through their ideas and actions the strength and vitality that exists in the graphic arts distribution today.
I’ve often noted in conversations that there appear to be only 600 people in the graphic arts, and I anticipate – and hope -- that our paths will cross again at future industry events. I look forward to seeing you to continue to share ideas and perspectives on the channel and the broader printing and imaging process. Until then, best wishes for continued success!