NAGASA - The Compass - Fall 1999

• Chairman's Column
• Partnering to be Focus of Forum 99
• Past, Present, Future
• Study Focus
• NAGASA and GATF Team up for Training Institute
• Guide to Buying a Computer System
• Calendar of Events
• NAGASA Exhibits at IPEX

Chairman’s Column
A Note from Brian Kroot NAGASA Board Chair

Change. At some point it is inevitable. Depending on how you look at it, change can be good. For example, as you can see by my picture, this column has changed. It used to be the President’s Column. Now, for this quarter anyway, it belongs to me. Hopefully, this is not a bad thing. That said, I plan to use it to address changes at NAGASA.

As NAGASA’s first president and CEO, David Steinhardt, working with a number of dedicated, insightful volunteer leaders from within the membership, helped to position NAGASA as a major player within the printing and publishing industry in just five years — accomplishing quite a bit in a short time. So, with his departure to Chicago and PrintImage International, NAGASA is forced to undergo change. The board of directors, staff and others involved with the association have been forced to take a long, hard look at the future of our industry and our channel, and must re-examine NAGASA’s role in it.

NAGASA is — and will remain — a strong, healthy proactive association. Even as the Search Committee looks for a new president and CEO, our other committees and headquarters staff continue to develop new programs and services. We have just released our latest in a series of how-to-books: A Guide to Selecting a New Computer System, as well as the latest in the Statistical Distribution Series, the 1998 Financial Ratios of Dealers and Resellers. Planning continues on Forum 99, NAGASA’s annual meeting, which grows larger each year. The NAGASA Institute at GATF has been rescheduled for March 22-26, 1999, featuring in-depth workshops on the nature of both pre-press and press. Take a look at the rest of this issue for more information on all of these programs.

What’s ahead for NAGASA in the near future? Already, there is quite a bit planned for the coming months. The 1999 Call for Nominations forms for open board positions have been mailed to each NAGASA member firm. The 1999-2000 officers and directors will have to work together to redefine NAGASA’s mission and establish its future direction in the era of consolidation, competition from other distribution channels and technological advancements. The digital arena is changing the nature of our business, and we can not ignore it.

Both the Owner-Managed Dealer Network and the Equipment and Supplies Network for Small Manufacturers and Distributors continue to grow and have proved to be invaluable assets to many of our smaller members. Look for training and networking sessions throughout the year as these groups work together to keep their constituencies at the forefront of the association’s endeavors.

NAGASA services continue to expand to offer more marketing opportunities to members. A product guide is in the works, and our web page will focus more on our members and what NAGASA is about. In addition, look for a new section on the site for customers looking to buy supplies and equipment from NAGASA members.

The Board of Directors and especially the Executive Committee — Kyle Walker, Mark Kannenberg, Paul Doucette, John Alley and I — have been working to help ensure a smooth management transition. Thanks to all of our members for your support and patience. Thanks also to the Search Committee, comprised of the Executive Committee, Tom Saggiamo and Richard Blair, chairman. The task at hand is crucial to the future of the association and I trust you will all be pleased with the results.

I would also like to take this opportunity to thank Vickie and Rochelle for their extraordinary efforts during this transition. The time and effort they have expended over the past few months should not go unnoticed. If you have any questions or issues, I urge you to call any of the Executive Committee members or the headquarters office. We all have reaffirmed our belief that NAGASA must remain the voice of distribution in the printing and publishing industry. We look forward to the tasks ahead, and know we will have changed NAGASA for the better.

Partnering to be focus of Forum 99

Partnering: What do you need to know about this innovative business strategy? In an effort to give NAGASA members the information needed to understand the true concept of partnering, Forum 99 guests will have the chance to learn from North America’s most celebrated speaker on business relationships, Edwin Richard Rigsbee.

These important issues and others will be discussed in-depth throughout Forum 99 — so bring your questions and an open mind for NAGASA’s Seventh Annual Printing and Imaging Distribution Conference, set for the Pointe Hilton Squaw Peak in Phoenix, Arizona.

Forum 99 will give participants an arena to discuss new and emerging opportunities for profitable growth in all aspects of distribution in the communications industry. No other industry event is more rewarding and informative for those involved in all areas of the complex industry customer food chain.

Mr. Rigsbee is the author of The Art of Partnering: How to Increase Your Profits and Enjoyment in Business Through Alliance Relationships. He has also written more than 300 published articles for many business and trade publications. He is the president of Alliance Works, a business relationship development firm specializing in partnering, alliance and other business relationship issues.

As an innovator in developing successful business relationships, Rigsbee has the experience and knowledge necessary to discuss every partnering issue relevant to NAGASA members. Learn how cooperation with others in the industry can increase your company’s profitability and success.

Strategic Management: Profiting from the Partnering Trend
Rigsbee explains his Pentad Model for developing win-win alliances in all areas of business. Learn about the differences between external and internal alliances and find out how the two can be engineered for success.

Strategic Alliances
Successfully partnering with your competition can make more sense than you ever imagined. Discover how to turn competitive relationships into profitable alliances.

Shared Marketing Strategies
Having a tough time dealing with a limited marketing budget? Work with others to reach a greater market than you ever thought possible.

Sales Partnerships
Today’s customers are looking for better selection and want to feel good about their buying choices. Develop solid relationships and learn the secrets to turn your prospects into buying partners.

The four-day event will give attendees the opportunity to participate in roundtable discussions about today’s most pressing dealer issues, including the future of our channel; different selling strategies for different clients; direct sales; management information systems; taking risks; and more.

“As in previous years, Forum 99 will be the most valuable event focusing on distribution issues to take place in 1999,” said NAGASA Membership Director Vickie Braxton Schulz. “With coverage of topics that are important to all NAGASA members, regardless of size or geographical location, Forum 99 will uphold the tradition of being the industry’s premier educational meeting.”