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Forum 2000: Commerce in the New Millennium
April 8-11, 2000
Hilton Palacio del Rio € San Antonio,
Texas
Channel economics, e-commerce, profitability, and distribution
models are key topics as we enter a new millennium where the rules
of distribution are changing along with the century. The graphic
arts and imaging distribution channel has evolved into a challenging,
complex business environment, and at Forum 2000 we examine the
specifics of how the functionality of the channel is changing
and the critical technical, economic, and market drivers shaping
these changes. We¹ll deliberate on specific tactical actions that
we need to take as companies and as a channel to address and
anticipate this evolution. Mark your calendar today! Join your
peers, your customers, and your suppliers at Forum 2000 as we
make plans to manage distribution profitably in the new millennium!
Forum Keynotes
The Emergent Economics of Distribution and
Blueprints for Action
Bruce Stuart, President, Channelcorp Management Consultants, Inc.
E-Commerce: Developments and Implementation Strategies
D. Bruce Merrifield, Jr., President, Merrifield Consulting Group
Forum Mission
Forum is the annual meeting of the printing and imaging distribution
industry, bringing together all segments of the channel to
network, learn about, and discuss:
- Changing customer needs, business practices, and printing
and imaging technologies;
- Methods of applying new technologies and methods to day-to-day
operations; and
- Ways to improve distribution and communications processes
Forum’s goal is to enhance the profitability and success
of businesses in the channel, and by extension the broader channel
itself.
Forum Attendees
Forum’s hundreds of attendees include top management from
dealers, distributors, converters, manufacturers, and others who
are active in printing and imaging distribution processes. Organizations
of all sizes attend – ranging from single-location, owner-managed
companies to national, publicly held organizations – since
a vibrant channel requires that all perspectives be heard.
Forum’s Format
Mornings begin with a general session, after which attendees break
into Work Groups to deliberate on specifics during lunch. Afternoons
vary and include additional scheduled sessions, committee meetings,
Dealer/Manufacturer Action Teams, and other interactive meetings.
Forum 2000 Preliminary Schedule
Saturday, April 8
- Owner-Managed Dealer Network Session
- Equipment and Supplies Network for Small Manufacturers and
Distributors
- Independent Manufacturer Representative Meeting
- Sports Tournaments
Sunday, April 9
The Emergent Economics of Distribution and Blueprints for Action
Bruce Stuart, President, Channelcorp Management Consultants,
Vancouver, British Columbia
Forum 2000 kicks off with an overview of channel economics and
what we need to undertake to address the new business worlds in
which we live. Nationally recognized speaker Bruce Stuart leads
Channelcorp Management Consultants, Inc, a global consultancy
specializing in helping companies transform their distribution
channels and business partner activities into a
substantial source of competitive advantage.
Having worked with clients that include Xerox, Tektronix, Silicon
Graphics, and other leading companies, Stuart begins with a detailed
analysis of key topics confronting the channel as we enter a new
century, addressing issues such as the economics of distribution,
how the evolution in distribution economics affects customers,
dealers, distributors, converters, and manufacturers in their
value-added role, and the implications of this altered economic
landscape to mergers and acquisitions by all segments. Stuart
then introduces specific, tactical, take-home actions that each
attendee can employ to enhance a profitable role for their company
within this new economic model of distribution.
Working Lunch: The National Economy and the Printing and Imaging
Industry
Andrew Paparozzi, Director of the Economic Research Center, National
Association for Printing Leadership, Paramus, NJ .
The Year 2000 is the start of a new millennium that will see a
national election, the Olympics, and DRUPA. All can have an impact
on the print economy, as do basics such as interest
rates, inflation, and other key indicators. An expert shares insights
on what’s expected with the national economy and the printing
economy.
Workshop: The Economics of the Channel in the Year 2000
William Donlin, Principal, Donlin & Stephens, PSC, Highland
Heights, KY
NAGASA’s 1999 Financial Ratios study has been published,
and once again it provides revealing insights about channel economics.
The expert who compiled the data reviews the results and shares
his thoughts on its messages. Plan on an interactive discussion!
Monday April 10
Internet Opportunities for Printers, Dealers and Manufacturers
Bruce Merrifield, President, Merrifield Consulting Group, Chapel
Hill, NC
Headlines assert:
- “Investment banking firm Goldman Sachs & Company
said it expects a five-year, $1.5 trillion boom in business-to-business
e-commerce in industries ranging from automobiles to medical
equipment”
- “Experts estimate that businesses generated $39 billion
from e-commerce applications last year and $114 billion this
year.”
- “Many companies have already been huge beneficiaries
of online growth, mainly through using the Internet as a new
medium for product distribution and customer interaction.”
What are the implications for the graphic arts channel? In this
mission-critical Forum 2000 presentation e-commerce expert and
author of the landmark NAW text Electronic Commerce
for Distribution Channels Bruce Merrifield begins by defining
e-commerce terms and technologies. He will then discuss how distribution
channels from across the economy are embracing this new tool,
including successes, challenges and opportunities. We’ll
conclude with e-commerce perspectives and case studies.
Panel members to be confirmed
Working Lunch: Internet Applications
Robert F. FitzPatrick, FitzPatrick Management, Charlotte, NC,
and Stephen P. Aranoff, ARTTEX Associates, Redwood Shores, CA
A range of e-commerce start-up companies — Collabria, Impresse,
Noosh, 58K.com, PaperExchange.com, PrintBid.com, Printer Alliance.com,
PrintNation.com, Proofitonline.com among them — exhibited
at Graph Expo. Others are announcing new products and services.
What value-added role do they play, and what business models are
they pursuing? What implications does each have on the channel?
Here’s a comprehensive overview of what’s in the marketplace
and the strategies being pursued.
Workshop: Enhancing and Upgrading a Web Page
Speaker to be confirmed
NAGASA’s recent survey revealed that over 80% of companies
in the channel have a Web site. We’ll hear specifics in this
workshop on upgrades that add value to an existing site, including
practical insights on implementation.
Workshop: The Rules of Engagement on the Internet
Moderator: Kyle Walker, Vice President, Walker Supply Company,
Rockville, MD
The Internet can change the rules that have guided channel relationships.
This interactive session will explore what the rules of engagement
using the Internet should be.
Tuesday, April 11
Technical and Customer Directions in the Year 2000
Customers, Technology, and the Next Twelve Months
Gina Thacker, Manager, Economic Research, Printing Industries
of America, Alexandria, VA DRUPA takes place in May, and technological
developments are cascading into the marketplace from many arenas.
But what are our customers planning in terms of purchases? We’ll
hear a report on customer plans.
Customer Perspectives on Direct-To Platemaking and Proofing
Moderator: Mark Ellisor, President, Thompson Supply, Austin, TX,
plus printer panel members to be confirmed
Computer-to-plate is reported to have many benefits, but we also
hear it’s not for everyone. Implementation difficulties have
also been reported, including the need for a dependable proofing
system, lack of adequate systems backup when platesetters malfunction,
and concerns about liability issues when client digital files
are improperly constructed. In this customer-focused discussion
we’ll hear from printers on why they are – and are not
– embracing CTP as a viable upgrade to their production workflow,
what they want from their suppliers in the assessment and implementation
process, and more.
Consolidation and the Channel
Robert F. FitzPatrick, FitzPatrick Management, Charlotte, NC
Customers are consolidating, and this is viewed as a key driver
in channel practices. We’ll hear the facts and trends associated
with this ongoing development, including implications to the channel
on a path-forward basis.
Plus these other Forum 2000 events:
- NAGASA Annual Member Meeting and Luncheon
- Network Meetings
- Reception and Forum 2000 Awards Banquet Dinner
Program changes and modifications may be anticipated. For more
information, call NAGASA headquarters at 202-328-8441 or visit
www.nagasa.org.
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The Compass || Winter
2000