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      Print Decorating, Binding and Finishing

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        Company Profiles

        Applying Lean Manufacturing to Binding at Duraweld Ltd.

        May 1, 2010

        by: Staff

        For lean manufacturing to become part of a company’s culture, the majority of team members must think about continuously improving all processes – then make those ideas a reality. Below is an interview with Jamie Swan, production manager at Duraweld Ltd. in Scarborough, England, with a report on the plant’s lean improvements, which began in 2006.

        Q: What triggered Duraweld to begin implementing lean manufacturing practices?
        A: Four years ago, the production manager had left Duraweld due to illness. Richard Senior, the company’s managing director at the time, decided to advertise for a replacement with lean manufacturing experience. For 14 years, I had worked for a U.K. company that was part of a global group supplying the automotive industry. As a project supervisor there, I worked on the implementation of lean techniques like 5s, line balancing, standard operations, and visual management. After I was hired by Duraweld in 2006, I quickly started to implement a program of lean improvements. Richard was very supportive of the changes, and I formed a great partnership with Terry Cooke, Duraweld’s print manager at the time (and now sales manager).

        Q: What goals did Duraweld set when beginning the lean manufacturing process?
        A: Duraweld makes bespoke plastic stationery-protection products, including those with a range of decoration available on a tight turnaround (usually 10 days). As a result, Duraweld had a machine-utilization rate of around 50 percent and a staffing level that could easily deal with impacts. This meant that when an operator stopped making bespoke product, he was directed to make stock products based on a “gut feel” for what was required. The supervisors had a very poor view of what jobs were in the system and had become attuned to “firefighting” the workload.

        I set initial goals to bring under control the waste in motion, conveyance, and overproduction that could be tackled immediately. The medium-term plan was to build a supervisor-led 5s program to drive organizational improvement throughout the plant and construct cell manufacturing units, where possible, to further reduce conveyance time. The ultimate goal was to build the whole entity of Duraweld into a synchronized system that eliminated non-value-added activity across the board.

        The last goal required buy-in at every level of the business. Fortunately, the company’s dedication to integrating the core values of lean into a synchronized system took a step closer to realization with strategic investment in an ERP system and the dedication to delivering improvement by Hannah Senior and Mark Yeung, the company’s new managing directors.

        Q: What were the first steps?
        A: The first steps were considered to be, in lean terms, the low-hanging fruit – easy gains that would allow people to feel more in control of their workload. Our first step was to convert a “push” manufacturing flow to a “pull” process, which involved creating a visual management system that incorporates scheduling and maintenance. Kanbans also were introduced to stop overproduction. Previously, the material was issued for a job when the order was placed – even before that job was scheduled to begin. By simply changing to issuing material as a job commences meant that no work was carried out unnecessarily, taking up machine time, space in the factory, and other valuable resources.

        The production schedule was handled on an Access database. Using supervisor control, the system tracked jobs through the factory using a traffic-light system: Jobs waiting were red, jobs in progress were amber, and jobs completed were green. Simple visual management techniques, such as shadow boards, make it quick and easy to interpret information about the job in hand.

        The second step was to implement a 5s program that would be communicated to everyone in the business, from the managing director to the cleaner. I chose an area of the factory to become a model of excellence. Using a one-day workshop, the operators from this area were given an overview of the 5s and what we wanted to achieve by implementing 5s, then carried out a red-tag sorting exercise in the afternoon. The impact of the red-tag session was quite amazing. Duraweld had always been a relatively tidy environment, but during the first sorting session we removed a “hidden factory” of unused equipment and mess from inside the working factory.

        Over the next four weeks, the same team took on the organization and cleaning of the model area. The floor was painted to define the work area, aisle space, and location of necessary items. Storage areas for quick-moving materials were set line-side, and shadow boards for essential tooling were created. We painted the floors under the machines white to assist with early warning of maintenance issues (oil or metal filings are often an early sign of wear). A labeling program ensured that items were always returned to their location and to help with waste management for recycling. Cleaning and maintenance procedures were advertised, and operators moving through the factory were likely to be asked about why they had left their work area.

        Once the model area was set for maximum impact, everyone in the factory was given a tour in small groups to learn about the changes. There were nine more workshop sessions, which followed the same process. Eventually the whole factory has been transformed into a clean and organized workspace. A champion was then nominated for each of the 5s locations (we have 10 areas), who would drive the communication through the team of operators.

        Two cell-manufacturing units were constructed for repeat stock products. By linking the process routes together, we were able to reduce conveyance and set-up time, build product awareness of previous/next process, and increase operator productivity. Kanban cards meant that we made only enough stock to keep supplies topped up, freeing operators to complete other work when the stocks were up to the maximum level.

        Q: What challenges did Duraweld encounter during the implementation?
        A: Duraweld staff responded very positively to the early changes. The workshop sessions helped to clear the path to change. Concrete goals, communicated well, usually have the desired effect. Lean manufacturing is a very simple, commonsense approach to making products, and when people realize that they can contribute, they will get involved.

        There were some less enthusiastic people within the business who thought it was a revolution, rather than an evolution, or just felt that it would disappear as other incentives had. These were usually the people who felt most threatened with change or could see their role diminishing as efficiencies increased. The visual management techniques and work-area organization served to ensure that people were kept working. And by relentlessly challenging people who left their work area, the message eventually got through. Access to proper workflow schedules allowed me to limit the impact of some of the more negative people, and I could keep them busy with long-running work to ensure that their negativity didn’t spread.

        Continuous communication, training, and the discipline to keep going through difficulties make a difference. Promoting positive values and creating an environment where best practice can be shared will eventually generate a momentum that makes it difficult for the dissenters not to join in. It’s a very rewarding moment when you get someone resistant to change to put forward a good suggestion and allow him or her to take the idea forward.

        Q: What has Duraweld done to ensure that the lean manufacturing process will be sustained, long-term? Are there review procedures in place?
        A: To achieve the next two stages of the 5s – standardize and sustain – we needed an audit and feedback system. The audit was devised to keep the areas under visual control, and five supervisors were given two audits to complete bi-monthly. I still provide the feedback to make sure that improvements in any area are communicated and adopted across the shop floor. The 5s audit scores are one of the company’s key performance indicators.

        As a result of cleaning up the shop floor, Duraweld vastly improved its waste segregation and management. With a much-improved environmental policy, Duraweld achieved accreditation for ISO 14001 and pioneered the recycling of our own polypropylene manufacturing waste into print-grade material. We now recycle 100 percent of our manufacturing waste as well as much of our office and break-room waste.

        In 2008 the introduction of Winman SSL, a Windows-based ERP system, allowed Duraweld to integrate electronic lean manufacturing concepts. Production Kanbans are now fully electronic, making tricky changes like seasonal stock adjustments easily manageable. Using a configurator to construct a structure for each quote, we no longer have to estimate costs manually. When the quote converts to an order – the manufacturing order is sent with one mouse click – the tracking schedule is filled with the traffic-light process flow, and the color changes from red to amber or green are generated through bar-code scanning. We also have a binder configurator on our website, where customers can create their own product; when a customer buys an item, the order instantly hits the shop floor. Duraweld is truly beginning to realize its commitment to lean manufacturing excellence across the whole business spectrum.

        Q: How has lean manufacturing affected your production efficiency and profit margin?
        A: Over the past four years, shop-floor staffing levels have been reduced by 37.5 percent – from 72 employees to 45 – meaning a 15 percent drop in our wage bill (even taking into account inflation, pay raises, and multiple increases to the U.K. minimum wage). Fortunately, we were able to gradually make these changes through natural wastage and by not replacing staff as they retired or moved away. Efficient staffing levels allowed us to keep the number of redundancies low when the recession hit. In addition, 49 percent of our products are now standard configured products, reducing office and administrative costs.

        We also make money from our waste materials by good segregation and clean recycling processes. Process capability and control of defects in our main production product lines has just shown the best three-month period yet. In addition, visitors from other manufacturing organizations were given a presentation and tour of our facilities last February in an event organized by the UK Manufacturing Advisory Service. We are very proud of our factory and of a workforce who has responded so well to making lean practices work.

        Where are they now? A Look Back…and Forward…with Three Former Spotlight Companies

        May 1, 2010

        by Dianna Brodine

        In each issue of The Binding Edge, a bindery or loose leaf manufacturer is placed in the “spotlight,” providing an inside look at its history, capabilities, and goals. In this issue, the magazine revisits three of those former Binding Spotlight companies to see what changes have occurred and how the companies have reacted to one of the most challenging periods in the industry’s history. Triggered by a depressed economy, consolidations among printers, and an increasingly demanding customer base, binding and loose leaf have faced faster turnaround times and shorter run lengths. Rickard Bindery, Universal Bookbindery and Trends Presentation Products have weathered the storm. Although the challenges aren’t completely behind them, all are optimistic about the future.

        Rickard Bindery

        Since 1900, Rickard Bindery has been a part of the Chicago landscape. Opened as Rickard Circular Folding Company by Fay Rickard, the company has a long history of technological advancement. In 1922, with Fay’s guidance, the Faydon Sealing Machine Company developed and patented an automatic tabbing and sealing unit and in 1945, Fay developed what is believed to be the first mechanical gate fold attachment. The company has remained family-owned, passing from Fay to his son Les, and then to Les’ son, Jack. Jack is still president of Rickard Bindery, a position he has held since 1966, and his son, Kevin, is currently vice president of operations.

        The bindery keeps its focus on its core competency – folding paper. It has no mechanical binding, perfect binding, or case binding capabilities, and the recent revenue environment has discouraged Rickard Bindery from expanding its service offerings. “Over the past three years, our priority has been fine-tuning the equipment we have on hand, rather than overextending ourselves financially,” explained Kevin Rickard. “With minor adjustments, our existing equipment continues to serve our market niches well.” Those “minor adjustments” include adding glue units, modifying existing folders with special purpose feeders, and adapting the pharmaceutical folders to handle thicker pieces. Rickard Bindery also added automated padding equipment more than a year ago, which has contributed to a more efficient workflow and much quicker turnaround times.

        In 2006, when the company was profiled for the Fall issue, 75 employees operated the folders during three shifts each day, creating pharmaceutical inserts and instruction sheets, coupons and product inserts, and direct-to-market products, like maps. Today, those same products are being produced in three shifts by 70 employees. “Like many of our peers, we’ve adjusted the size of our company to fit the reality of changing market conditions,” said Kevin. “Specifically, we’ve reduced our bindery worker and supervisor workforce as appropriate. However, we serve the high-volume production needs of many customers and are committed to maintaining three-shift capacity.”

        To counteract the impact of the economy, Rickard has made an effort to expand its geographic reach, with 70 percent of its business now coming from outside the greater Chicago metropolitan area. In addition, the bindery has developed manufacturing partnerships with select companies to reduce the amount of capital investment required to maintain its presence in less profitable business sectors. Such partnerships allow Rickard to provide resources to customers without compromising its cost structure. Perhaps most important, Rickard is placing a priority on those customers who pay their bills. “Customers who pay on time and adhere to our terms are our company’s lifeblood,” Kevin explained. “And it may be just us, but we’ve noticed the others tend to go out of business.”

        Rickard Bindery believes that the markets it serves have stabilized, at least from a per-piece volume standpoint. The company expects industry consolidation to continue and that doesn’t worry Kevin: “Consolidation means that fewer companies will produce higher volumes of work. This is good news for Rickard Bindery as long as we prioritize excellent customer service and develop stronger relationships with the survivors.”

        Rickard Bindery is leaner, meaner, and more customer-centric than at any time during its 110-year history. “We may not like certain trends, such as shorter runs and turnaround times, but we’ve learned to adapt,” said Kevin. “One lasting change is that we’ll never take our market position and good fortunes for granted.”

        Universal Bookbindery

        Universal Bookbindery, Inc., located in San Antonio, Texas, was founded in 1918 by Leo Picard and Bob Hearn. After building the business by doing school textbook rebinding, the company evolved into a manufacturer of hard and soft cover books, and then developed a line of highly decorated yearbook covers that were sold to printers and other binderies across the country. A series of acquisitions followed in the 1980s, but Leo Hearn (son of Bob Hearn) repurchased the bookbinding and loose leaf divisions in 1986. That’s when Trip Worden, Leo Hearn’s stepson, made his way back to the company. Attaining the presidency in 1996, Worden has been guiding Universal Bookbindery through the economic downturn.

        Profiled in the Summer 2005 issue of The Binding Edge, Universal Bookbinding continues to specialize in medium- and large-run casebound books, with elaborate covers that could include metal appliqué, embossing, top stamping, spot graining, and antiquing. At the time of its Spotlight article, Universal Bookbindery employed 80 full-time employees. These days, the company operates with 65 employees. “Our volume was much larger in 2005, both in number of jobs and total sales dollars,” explained Worden. “The recent slowdown really didn’t affect us until winter of 2009, but now it has forced us to adjust our employment levels.” The company continued to reinvest in the business, adding a new high-speed Kolbus DA-270 casemaker and a Polar cutting system with jogger and unloader in 2008. “Each of our significant equipment and technology acquisitions has helped us be more competitive and react quicker to the market,” he said.

        With volume down, Worden took the opportunity to embrace Lean Manufacturing Training. “The San Antonio Manufacturers Association has been touting the benefits of lean for a while, but the thing that made me realize it was a worthwhile process to undertake during a down time was watching our local Toyota plant,” stated Worden. The Toyota plant had been hit hard by the economy and, during the summer of 2009, the plant was idled for eight weeks. Employees were kept on with reduced hours to work through the enhanced lean manufacturing process. Worden decided the time was right. “I will tell you, it’s not easy and it’s not cheap, but I believe lean manufacturing has been a great thing for us,” he said. “We were already a well-organized, well-lit manufacturing plant. But you look at us now and look at us a year ago, and it’s a world of difference.” Focused on eliminated waste – including labor, time, and actual materials – lean manufacturing promotes a highly organized plant floor. “Lean promotes reduced spoilage and, while we can occasionally stub our toes, we have been really impressed with how well the plant floor operates,” stated Worden.

        A significant change to the atmosphere at Universal Bookbindery occurred in January of 2010 when Leo Hearn passed away. Although a succession plan had been in place for 15 years and Hearn was no longer involved in the day-to-day operations, his absence has left a noticeable gap. “When he passed away, it was more of a jolt than I thought it would be,” said Worden. “With business down, it would have been nice to have him available to talk about the current challenges and solutions to those challenges.”

        Worden believes that over the next five years, the companies that have made wise investments in their people, equipment, and facilities will be serving a customer base that – while probably smaller than is in place today – will be glad to have successful finishing options available to them. “It appears the market is shrinking,” said Worden, “but we do not feel it is in danger of going away. There will always be a need to print and bind the printed word, along with offering creative packaging solutions for a wide variety of users. The investments we made when times were good are a good part of why we’re still here today.”

        Trends Presentation Products

        Profiled in the Spring 2005 issue of The Binding Edge, Trends Presentation Products, Washington, Mo., began as Stationers Loose Leaf. Originally an archival binder supplier, Stationers had entered the commercial binder market but the advent of office superstores turned the company’s focus to custom turned-edge binders and packaging. As production lead times were cut, production runs became smaller, and service demands increased, the company attempted to look into the future. It looked as if a web-fed digital press was the answer.

        Trends became the first loose leaf binder manufacturer to purchase a Xeikon web-fed digital press in 1999. The press was large format, 18.7 inches wide by 36 feet, and had duplexing capability. Expensive film, contract proofs, and printing plates were completely eliminated with this new piece of equipment. The Xeikon is still in use today, and Trends has made continual investments to keep the press up-to-date in order to maximize its digital capabilities. Graphic design programs also have been upgraded to ensure the highest quality of graphics.

        Producing custom turned-edge products, including ring binders, catalog binders, post binders, slantboxes, slipcases, tote boxes, menu covers, easel binders, point-of-purchase displays, and much more, Trends still sells exclusively to resellers. “The pressures of the economy, combined with easy accessibility to the internet, have pushed many manufacturers to start selling their products direct,” said David Inman, sales manager. “We have decided against that and want to keep the loyalty and trust between our dealers a priority. We believe that still means something.” Utilizing a variety of techniques, Trends can screenprint, foil stamp, emboss, deboss, diecut, laminate, and use digital technology to customize its products.

        The recent digital/on-demand printing trend seems made to order for Trends Presentation Products. “As demand for faster turnaround, just-in-time delivery, customization using variable data, and shorter runs have increased with digital printing, we feel fortunate to be in our position,” stated Inman. Trends Presentation Products has positioned itself carefully in this niche market, with more than 12 years of experience thanks to its 1999 Xeikon purchase.

        At the same time, the current economy has definitely had an impact. “Like many businesses, we were forced to stop and re-think everything,” said Inman. “This included how we quoted items, deciding what products to offer, how products are delivered, and even how we answered the phones.” The company organized quick pricing methods to ensure timely turnaround for quotes and renegotiated its supplier prices, including shipping rates. Inventory levels were closely watched and Trends found creative ways to continue offering its full line of custom packaging.

        “There is no question that the next five years are going to be challenging for us and for the industry, especially as social media applications increase and become a stronger way for companies to market products,” said Inman. With a soft economy and the tempered buying habits of consumers keeping pressure on price, the focus for Trends Presentation Products will be controlling costs and improving productivity. In addition, Inman believes more consolidation is inevitable for the industry and he is determined that Trends will not become one of the casualties.

        “We believe in our products, service, and customers, and plan to stay optimistic,” he said. “We are operating more efficiently than we ever have before. We know what our customers want and need, and if a project is within our ability to handle it, we will do it. That hasn’t changed.”

        Napco: Changing the Game of Loose Leaf

        February 1, 2010

        by: Dianna Brodine

        Customers seeking loose leaf products have moved beyond the vinyl three ring binder to demand custom turned edge binders and other specialty paperboard products and packaging for more powerful marketing impact. Whether it is geared toward internal corporate communications or the end user, rigid paperboard products and packaging provide the opportunity for complete end-to-end customization. With products encompassing everything from CD and DVD collector’s edition boxed sets to coin and photo albums to elaborately decorated two-piece setup boxes, ambitious companies are pushing the envelope in terms of product and packaging design, production, and finishing effects. For NAPCO, Inc., a rigid paperboard products and packaging provider in Sparta, N.C., it’s just a part of the game.

        On the Playing Board

        In 1977, after graduating from Appalachian State University, NAPCO Owner and President Rocky Proffit began manufacturing rigid boxes and point-of-purchase displays for Dr. Grabow smoking pipes. The company president, a friend of Proffit’s, was unsatisfied with the quality and delivery of products being produced by another supplier. Proffit, facing an out-of-state move with a job offer to work at Holly Farms, decided to set up shop in a 2,000-sq. ft. basement with his brother, Brady. The operation was bare bones – a guillotine knife, papersheeter, gluer, and cornering machine… and a determination to succeed in this new venture.

        NAPCO (an abbreviation derived from National Advertising and Promotional Co.) soon expanded into making game boards. “In the early 1980s, when electronic games first came on the scene, a lot of them had game boards that were part of the package,” explained Proffit. “We started doing more game boards and then Trivial Pursuit came along in 1983. That made us and almost broke us in a short period of time.” NAPCO was one of the original producers of the Trivial Pursuit board game, which has sold more than 80 million copies worldwide and was named to the Games Hall of Fame in 1993. The intense popularity of the game pushed NAPCO to its production limits, but the company ultimately came out on top.

        As a result of its success with Trivial Pursuit, NAPCO constructed a new building, bought additional equipment, and expanded into fresh markets. Over the years, NAPCO has grown to specialize in high-end rigid paperboard products and packaging, including complex projects and those with very high-quality specifications. The company moved into loose leaf packaging in the early 1990s, when it began producing custom ring binders, turned edge binders, slip cases, and packaging for software. NAPCO positioned itself as a provider of packaging for the music industry in the late 1990s, and then went after the entertainment packaging market in the early 2000s by pursuing direct relationships with the major home entertainment studios.

        NAPCO also is the largest manufacturer of coin storage products, which it began manufacturing for Western Publishing (at that time, Western Publishing owned the Whitman Coin Line) at about the same time as Trivial Pursuit. Most recently, NAPCO has moved into cosmetics packaging. “We’ve just gotten into cosmetics and that’s where we’re seeing growth,” said Proffit, “but our older specialties are still important to us. We just signed a three-year contract with the U.S. Mint to create coin storage products. We feel like we’ve got some tremendous growth coming down in the next two or three years – good manageable growth.”

        Vice President of Marketing and Business Development Shelli Kaiser added, “Of course, NAPCO produces a lot of binders for retail, B2B, promotional, and material sample applications.” With binder applications encompassing 40 percent of NAPCO’s overall product mix, the company takes the segment very seriously. NAPCO recently acquired one of the fastest web-fed casemaking lines in North America, capable of producing wrapped flat components like turned edge binder covers at ultra-fast speeds. NAPCO also received 28 awards for its work in 2009, including four from Binding Industries Association (BIA), two of which were Best of Category. These Product of Excellence awards were in the categories of Turned Edge Casebound for its Worship Tracks entry and Product Design for the Johnsonite 4 Drawer Cabinet.

        Detailed Start-Up Changes the Game

        A company doesn’t win more than two dozen awards in one year by compromising on quality. The key to NAPCO’s achievements is a comprehensive training program that orients workers with its procedures to ensure the company maintains its high-quality standards and customer requirements. “NAPCO has more than 100 full-time employees, with flex workers utilized during busy times,” stated Kaiser, “and we do a lot of business making highly complex products that involve many functions, including very precise diecutting, gluing, and assembly.”

        Proffit continued, “We have extensive procedures, manuals, and set-ups that are examined before anyone is put on the production line.” At NAPCO, even the temporary employees are required to review all applicable safety and operational procedures. The next step in NAPCO’s quality control begins with new project development. Project managers meet with a cadre of internal NAPCO departments, including the design team, production, purchasing, and the production planning team. “They talk about materials, production issues, structural design, and budget, with the focus on getting the customer the most bang for the buck,” Proffit explained. “Then they come up with a physical structure – a white sample – that is sent to the customer.” That sample process typically goes through one or two additional prototypes before the structure is finalized. The customer then lays out the artwork to NAPCO-created templates before a final sample is made, complete with graphics, and that’s sent out for final signoff. Proffit emphasized the critical nature of NAPCO’s initial project development. “One thing we found is that the project is either made or lost at the front end. If you don’t build the quality in, then it won’t meet the expectations of the customer with the finished project.”

        The dedication to quality continues when the project enters production. “Every job we do, since we’re a custom manufacturer, is different,” explained Proffit, “so we have a very detailed checklist that each employee must go through prior to start-up.” Once the employee has reviewed the checklist, a supervisor has to sign off. The written job orders are bar coded and any time spent on any job, whether machine time or hand work, is recorded in real-time. “We have quality audits based on quantity, quality, and the expectation of the customers,” stated Proffit. “The employees must do those audits, beginning with the incoming materials and every manufacturing operation until the project is complete.”

        Proffit believes one of NAPCO’s greatest strengths is the length of service of its employees – dedication that translates into years of experience. “Expertise is dispersed throughout all levels in the plant and that’s what allows us to create the structural design and execute it effectively. Our employees have become experts in their respective fields.”

        Strategizing for Sustainability

        Printing Industries of America has recognized the impact of the sustainability movement on its members, supporting the Sustainable Green Printing Partnership (SGP). Sustainability, however, goes beyond printers to the binderies and packagers that transform the printed sheet into a final product. NAPCO identified the trend and quickly countered with sustainable packaging alternatives. “Creating eco-friendly products and packaging has been a key focus for many of our customers,” said Kaiser, “and we have responded with green options including being Forest Stewardship Council (FSC) and Sustainable Forestry Initiative (SFI) chain-of-custody certified. We also are a Sony Green Partner.”

        Rigid paperboard products and packaging are inherently eco-friendly since most start with a chip paperboard base that is made of 100 percent recycled paper, primarily from post-consumer sources. NAPCO then can provide printed components made with FSC-certified papers, papers with some recycled content, or even carbon-emission-neutral papers, all of which can be printed with soy-based inks and eco-friendly finishing options.

        “Sustainability has certainly been gaining more traction in the news,” said Kaiser. “Consumers want to be more eco-friendly, and the customers that we work with are talking about it. The economy has been a little tough, so people haven’t been making big changes yet, but it’s important for us to be able to service those customers who want to use carbon-neutral papers or an FSC wrap.”

        Made in the U.S.A.

        NAPCO was founded in Sparta, and in Sparta it has stayed. Proffit is proud of running a company that keeps jobs in the U.S. and has seen one advantage of the recent poor economic conditions. “We see more packaging opportunities coming back from China due to less acceptance of long lead time, increasing quality demands and safety issues, and some neutralizing of price differences.”

        Proffit further explained, saying, “In tough times, people start trying to predict sales volume, and they’re afraid to order too much too early. When your manufacturer requires a five-month lead time, a miscalculation on order quantity can really affect business.” He also pointed out that the price differential between product manufactured in the U.S. and that produced overseas isn’t as great as it once was. “People now realize there’s a lot more to consider than just unit cost. There’s also the lost opportunity cost, the obsolescence cost, problems with non-real-time communication, and the uncertainty of what you’re going to get.” Highly automated production lines also bring piece prices down, eliminating costly hand work.

        “We put together a presentation about those costs,” said Kaiser, “and we included those things that may not be immediately obvious, including shipping, duties, damaged product from excessive handling and shipping requirements, container unpack and repack, expensive and lengthy travel requirements of executives, as well as many other associated costs.” In the end, said Proffit, it comes down to reliability. “If the product comes in after a long lead time and it’s not what you expect, what do you do?”

        Playing to Win

        With an unyielding attitude toward quality and an eye on the sustainability trend, NAPCO has maneuvered itself into a winning position and is ready to take on additional challenges. Currently occupying just under 80,000 square feet, the company plans to add 65,000 square feet of manufacturing and warehouse space to accommodate its projected growth over the next two years. In addition, it will acquire four additional automated rigid box lines and upgrade its converting and die-cutting capabilities to allow for expansion into new markets.

        “As we continue to diversify our business,” said Proffit, “we’ll still tackle the complex projects, getting them done efficiently and on time. When it comes to what we do, I think we’re one of the best.”

        Seaboard Bindery Writes Its Own Story

        November 21, 2009

        by: Dianna Brodine

        By nature of the work, every bindery has a story. Decades of bundling pages into a cohesive entity lend themselves to history, stretching each year into another chapter, telling anecdotes of prosperous times and periods of struggle. The story at Seaboard Bindery began in 1977 with a man looking to further his entrepreneurial career in a new industry. Its chapters unfolded as he learned the binding trade from the ground up, bringing his sons into the business and specializing in difficult projects to meet the specific needs of his customers. The tale followed the man and his sons as they sailed uncertain economic waters, climbed the rocky demands of the digital markets, and walked the smooth path laid by dedicated employees. The ending to the narrative is not yet written, but the reading of the journey could inspire other small binderies to begin a new chapter.

        Chapter One: The Beginning

        Twenty-two years after Seaboard Bindery was founded, Harold Shear purchased the business on the recommendation of his accountant. Formerly a partner in a retail clothing business, Harold had no background in binding. His desire for sole ownership – a business that was truly his own – convinced him to take the leap. “It was the kind of business that allowed you to see what you’d done at the end of the day,” said son Frank Shear, current president of Seaboard Bindery. “Whether Dad had good bindery knowledge at the time or not, he certainly knew how to run a business, and his business skills and professionalism allowed him to prosper.”

        Luckily, Harold had a pretty good sense of how books were made and how the machines worked. He hired an old bindery manager as a consultant to teach him from the ground up what a saddlestitched book was and what a folding machine did. A few of the employees stayed when the business ownership was transferred, and Harold the entrepreneur was on his way as a successful trade binder.

        In 1983, Frank Shear joined his father at the bindery, despite Frank’s insistence up to that point that the bindery was not on his career path. “Dad needed someone to get a sales effort going. There was a lot of potential out there, but no one to go out and find the business,” explained Frank. “It was the idea of building the business through effective sales and marketing that hooked me. I wanted to build a relationship-oriented business.”

        Frank’s brother, Jim, also joined Seaboard Bindery and has been with the company for 15 years. Jim is the chief estimator and IT manager, and also handles the purchasing and billing. As with many family businesses, it’s all hands on deck. Harold still comes in to work every day at age 85.

        Today, the bindery operates from a modern, 17,000-square-foot building in a pleasant industrial area of Woburn, Mass., a suburb of Boston. The area is strong in the graphic arts, with five printers located within a couple of miles from the bindery and two diecutting plants within five minutes. The bindery’s core services include perfect binding, layflat binding, mechanical binding, saddlestitching, and diecutting. Over the years, Seaboard has upgraded into PUR perfect binding and extended its support services for bookwork to include film laminating, index tabbing, sheet collating, and pocket folder gluing.

        “What really makes us unique,” said Frank, “are the specialty perfect binding jobs that we can do. We’ve become known for our ability to do complex perfect binding jobs, dealing with difficult paper stocks, difficult cover designs, landscape-oriented covers, pockets with flaps, and very thin books – even as thin as 1/16th of an inch.” The bindery’s experience in dealing with that complexity became an asset when the digital world came calling, bringing with it its own challenges.

        Chapter Two: The Digital World Is at the Door

        The explosion of the on-demand world caught some small binderies unprepared, finding them struggling with the shorter timelines and small run lengths. At Seaboard Bindery, the digital world has changed everything about how the company does business. “First of all, the jobs are always on fire,” explained Frank, “so it means that we have to devote more resources per dollar sale with a digital job than we do with a larger offset job. It can be challenging to deal with all the little jobs, when the real money is made on the larger job.” Seaboard continues to look for ways to simplify the administrative side, exploring cost efficiencies, but Frank admits that the bindery hasn’t found the magic bullet yet.

        There are binderies that specialize in small digital jobs and binderies that do only large commercial binding orders, and Seaboard is trying to mix the two – not always an easy task. “If we have a large job working its way through the bindery, it’s difficult to pull employees off that large job to work on a small digital project,” Frank said. He has struggled with the need to juggle the two. “We don’t turn down any smaller jobs, but sometimes we lose them because we can’t turn it around as quickly as the customer would like.”

        When scheduling conflicts arise, Seaboard works with its customers to find space on the machines, even if it means putting in a tremendous amount of overtime to get all the work finished. The bindery also geared up for the digital challenge by purchasing computerized makeready machinery for perfect binding and wire-o binding, two of its core services, making its ability to set up and run small jobs quicker than ever. Seaboard has redundancy in nearly every area of its business, so that if one machine is occupied there is another available to service another customer.

        “The pressure level has definitely increased,” laughed Frank. “That’s what digital customers want – fast turnarounds. It’s on and off the press, so it blends into on and off the binder as well. It’s all geared toward speed and immediacy.” The key to Seaboard’s success has been its employee base, a group of 18 full-time employees who are dedicated to doing what needs to be done for the customer.

        Chapter Three: Cross-Training Becomes Critical

        As with many small businesses, cross-training is a must at Seaboard Bindery and all of its employees are capable of operating more than one piece of equipment. “Everyone needs to fill multiple roles,” said Frank. “Otherwise, if you don’t have a replacement for someone, you can’t run the machine.” So, as employees have indicated a desire to learn to run new pieces of equipment, Seaboard Bindery has cross-trained them.

        The bindery works to identify aptitudes, and then fills in the holes from there. “What are people good at? Are they good at tweaking machines or setting up machines? Do they have patience or dexterity? It’s very informal,” explained Frank, “but under pretty much any circumstance, we have enough skill to run a machine every single day of the year.” This employee flexibility benefits all involved parties, giving employees the opportunity to earn higher wages and overtime. “We started cross-training long ago as a way to cover our rear ends,” explained Frank. “But it’s blossomed into a way of looking down the road at what our needs are.”

        Seaboard Bindery typically runs its shifts according to whatever time is required to complete the work, which can include evenings and Saturdays. In addition to the 18 full-time employees, Seaboard also has temporary assistance – up to five regular interim employees who fill in at the lower skilled functions when needed.

        Chapter Four: Educating the Customers

        With the variety of job types in today’s marketplace and the specialty work performed at Seaboard Bindery, a smooth relationship between binder and customer is fashioned through straightforward communication. Frank noted, “Since the onset of digital printing, more and more of our customers need instruction and advice as to how to prepare a job for the greatest binding efficiency. With new customers, we nearly always ask to review their layouts and, often, we provide our own.”

        Aiding in bindery/customer communication is Seaboard’s quarterly newsletter, featuring topics relevant to job planning and binding-related matters. “We gained a reputation for putting out good advice and good information,” explained Frank. The newsletter began three years ago as a marketing effort and morphed into an educational tool. Marketing, however, is still a top priority at Seaboard. “It’s one of the things I firmly believe in – that no matter how bad things are, you have to be out there in front of the customers.”

        As a small family business, the family members are on the front lines every day. Being directly in touch with the customers in regards to their needs has the benefit of providing immediate feedback. According to Frank, “If we need to make improvements, ownership takes responsibility.”

        Seaboard Bindery also devotes more of its resources to customer service than many other trade suppliers, including keeping a full-time customer service professional on staff. “Customer service is the foundation of our business,” Frank said. “We are in the business of making our customers look good to their customers.” One way of doing that is to proactively provide information about job status. Seaboard’s customer service professional, Phil Rutzick, calls the bindery’s printing customers with regular updates.”He has a drive for keeping on top of things, and he can communicate with printers in their language,” said Frank. “Printers are always nervous about turning their jobs over to the bindery, so his chief job is to allay that fear and make people feel that we’re a good, safe home for their work.”

        Chapter Five: The Story Continues

        A strong business takes the lessons from the past, turns them into plans for the future, and continues to grow. Seaboard Bindery has actively searched for areas of improvement by undertaking the lean manufacturing process. In 2008, Seaboard’s accountant made the company aware of a grant offered through the Commonwealth of Massachusetts’ workforce improvement program. Designed to put small businesses in a better position to hire additional employees, the fund contributed half of the money needed to begin the lean manufacturing process.

        “Our lean manufacturing process is made up of several components, including 5S, which involves maintaining a neat, organized workplace; continuous training, allowing operators to keep building their skills; and a standardization of processes, so that there is a ‘best way’ of accomplishing a particular task,” explains Frank. Although the initial steps in lean manufacturing have provided benefits, the continuation of training is a work in progress at Seaboard. As a small company, it’s difficult to maintain a formal program when the daily focus must remain on job production. Frank also admits that the cost of implementing lean can be a barrier to many small businesses, but he believes that it has provided immeasurable benefits.

        “We don’t spend a whole lot of time here collecting data because every job is unique,” Frank explained. “For us, the benefits of lean have been seen in the accumulation of a lot of strategic moves, like set-up reduction, continual cross-training, and process standardization. We’ve integrated many of the lean processes into our way of life, making it an ongoing process that really never ends.”

        And the story is not at an end either. Through careful expansion, aggressive marketing, and a commitment to customer service, Seaboard Bindery has grown into a successful trade bindery serving commercial printing companies throughout New England. With its eye on the improvements that can be made through the lean manufacturing process and meeting demanding turnaround times, Seaboard Bindery is well positioned for the next chapter in its book.

        Custom Binding: Dedicated Customer Service Meets DIY Convenience

        August 21, 2009

        by: Renée Varella

        Today’s loose leaf market offers a range of options for consumers who want it all – whether that be the convenience of ordering custom binders through a strictly “do-it-yourself” online service or the attraction of learning about all of the custom features available from an experienced customer service rep. In this article, The Binding Edge explores different ends of the custom binding spectrum, starting with Avery Signature Binders and its exclusively online service and then highlighting the more traditional customer service approach from American Thermoplastic Company.

        A Tale of Two Binders

        Avery Signature Binders, based in Brea, Calif., is a division of Avery Dennison Corp., which got its start when R. Stanton Avery manufactured the first self-adhesive label in 1935. Today the company provides pressure-sensitive materials, retail information services, and office and consumer products. The company’s Signature Series allows customers to go online and order any quantity of personalized binders, even just one – with logo, photos, and graphics printed on the cover in full color – and the binders are guaranteed to ship within five business days. Customers handle the transactions totally on their own; the company responds to questions primarily via email.

        “We’ve been looking at personalization and trends in the marketplace,” said James Johnson, director of global business development for Avery Signature Binders. “Our concept is based on ‘mass customization’ – consumers want very personalized products at mass production prices.” He said that Avery built the business based on the principle of giving people the opportunity to produce short- run, no-minimum orders, which has brought new people into the marketplace. “We’ve gotten tremendous customer feedback,” he added. “Our latest survey indicated that 90 percent would ‘definitely purchase again,’ while 10 percent were ‘likely to purchase again.'”

        American Thermoplastic Company, based in Pittsburgh, Pa., manufactures custom-imprinted binders and related loose leaf products for business, industrial, and educational accounts. In 1954, Aaron Silberman started providing local businesses with foil stamped vinyl products. Thanks to the addition of four-color digital process printing in 1998, customers can order smaller quantities and design different variations and special messages on their products that can change from copy to copy during a print run. A customer service team works with each customer, even those who start the ordering process online. American Thermoplastic’s QuickShip program sends custom-imprinted binders to customers in six days, and stock items can be shipped within 24 hours.

        “We’re serving customers with slightly different needs,” said Steve Silberman, who succeeded Aaron, his father, as president of American Thermoplastic in 1986. “We think there’s value in the customer being able to talk to a customer service representative. Customers may not end up with everything they want if they don’t hear about their options.” He added that customers who need exactly what DIY companies offer may be satisfied. However, he gave the example of a customer who ordered a 1½” binder when what she really needed was a 2″ binder. “Through our customer service process we can help customers figure out exactly what they need,” he said.

        Customer Service: A Balancing Act?

        Both American Thermoplastic Company and Avery Signature Binders offer the consumer a variety of custom binding options, speedy turnaround and competitive pricing. However, their approach to customer service highlights certain differences.

        For Avery, the biggest advantage of its do-it-yourself option lies in taking away the expensive part of the process: interacting with the consumer. “What was initially costly and time-consuming is now easy,” Johnson said. “Our online system helps consumers find a photo they like, type in their text, and upload their logo. It also helps them along the way – for example, if they try to size a low-resolution logo too big, a warning message will pop up, telling them they need a higher-res logo.

        “Our software is designed to help consumers help themselves,” Johnson added. “They like the ability to play with the layout and design, see a 3-D preview of their finished product, and get their pricing questions answered without having to send someone their contact details and wait for a call back or, worse, fill out a form for a quote.”

        According to Johnson, Avery is looking for underserved consumers – those looking for six to 10 custom binders. “Ninety-seven percent of our orders are for less than 25 binders,” he said. “However, about 50 percent of our total volume comes from orders of more than 25 binders, because customers liked the service.” Avery also is targeting those who prefer to do everything online, with Johnson noting that 98 percent of his customers never communicate with a customer service representative.

        For American Thermoplastic, walking consumers through the custom binding process is paramount – with a level of attention not available through an exclusively online system. American Thermoplastic’s Silberman said his customers want to be taken care of by a knowledgeable customer service person and need products that are not off-the-shelf. “Someone who places an order every few years doesn’t know all of the options – for example, that they can put their business card on the front of their binder, or have a variety of pockets or a DVD holder,” he said. Silberman added that each company has a different mindset when it comes to an online ordering system: “At American Thermoplastic, we’re interested in how to get customers the options they need, such as matching digitally printed index dividers v. a plain binder with a certain set of specifications.”

        Johnson said Avery’s take on the customer service issue is this: “If you’re not ready for the next wave of business – how to communicate with this new generation who expect to handle the entire transaction themselves – you’re going to be in trouble.”

        Transaction Land

        One element of Avery’s process that Silberman admires is that the entire transaction is handled through Avery’s website. “The process accomplishes a number of things for the seller: the customer has to take responsibility for the final product and has to pay for it upfront. That’s everything we dream about – we don’t want customers to call back and say, ‘That’s not what I wanted,'” he said. “Avery has figured out how to do it all online, and I applaud them for it.”

        In fact, Silberman was so intrigued by the process that he went to Avery’s website, went through all of the options, and bought a binder for himself. The only catch: “I intentionally put in typing errors and put the text off-center to see if someone would catch it, but they did not,” he said. That’s why Silberman believes it’s important for his company to offer customers a level of oversight that exclusively online systems don’t provide. “For us, many times a customer will send in artwork or do something else that doesn’t work. So we always call the customer and ask, “Are you sure you want this word spelled that way or want this text off-center like this?”

        Avery’s Johnson agreed that not having a traditional proof process could be a disadvantage for some customers, noting that with Avery’s system, “what you see on the screen is what you get.” Even so, Johnson said customer complaints to Avery are the exception. “A few customers have thought the computer misspelled a word after they’d given their approval of the job, but most customers will eventually come clean,” he said. “If there’s a mistake, we’ll usually offer a discounted remake or make a new binder for a customer who ordered just one binder.” What’s more, Avery will make the occasional customer service exception: “One customer needed help and asked me to do a web conference with her and walk her through the process of ordering custom binders through our website,” Johnson said. “Now she orders 10 binders a week from us.”

        Johnson acknowledged that Avery’s digital printing process doesn’t offer economies of scale, so prices aren’t negotiable. In addition, Avery doesn’t churn out thousands of binders or match PMS colors. “My suggestion is that the customer order one binder – if we nail the color on it, I tell the customer that we can guarantee that the rest of the binders will be just like it,” he said.

        While Avery does serve the home application market with such materials as scrapbooks, recipe books, and school binders, Johnson noted that law offices and financial companies are especially well-suited to the process offered by Avery Signature Binders. “These companies can create the background of their binders once, use Avery’s text merge tool to customize their binders, and binders can be produced with an individual name or company on it,” he said. “The variable data can be anything, even white. Consumers really like the actual quality of our binders (printing on vinyl vs. a laminated look), and some don’t care about price. Those are nice customers to have.”

        The Road Ahead

        Despite some differences, Silberman and Johnson are anticipating future needs – and share the attitude that the loose leaf market offers plenty of opportunity for progressive companies. “There’s a place for a lot of different manufacturers and different products out there,” said American Thermoplastic’s Silberman. “My hope is that customers will be able to figure out which kind of supplier they need.”

        Johnson of Avery agreed, stating his belief that there will always be a need for custom binders. “When Avery looked at the market 25 years ago, we saw the rising popularity of the clear view binder and got out of the silkscreen binder business altogether,” he said. “We don’t see what we’re doing now as taking away that business.”

        In response to the changing demographics of today’s young consumers – many of whom are enamored of new media offerings like the Apple iPhone and Twitter – American Thermoplastic may eventually offer a way for customers to place orders completely online, something the company’s sales reps are currently doing. That said, American Thermoplastic’s Silberman doesn’t consider younger consumers to be all that different from other customers. “Even young people tuned in to social media really want special attention paid to their needs and to how their product looks,” he said. “I suspect that younger customers may be even more demanding of attention and want binders to reflect who they are.”

        Avery’s customers tend to be small business owners, with a slight majority of customers female and a bit younger than average. “We plan to aggressively go after the younger market, which lends itself to school binders,” Johnson noted. “We’re also getting ready to enter a relationship with a very large social media network where we’ll put our application into the middle of a community of users, so people can create binders for themselves and sell them to others.”

        Stay tuned for future updates in the loose leaf market – with its ever-changing landscape of technological innovation and strategic marketing initiatives.

        Cadillac Looseleaf Products: Loose Leaf Goes Digital In Detroit

        August 21, 2009

        by: Dianna Brodine

        It’s rare to hear good news out of Detroit these days. Concerns about the automotive industry hang over the city like a dark cloud, and Detroit has become the media symbol of the downturn in the nation’s economy. However, Cadillac Looseleaf Products, Inc. isn’t letting its suburban Detroit location slow it down. The company, which celebrated its 80th year in 2008, is moving forward with a multimedia approach to traditional loose leaf, expanding beyond the paper boundaries of binders and tabs to organize information in new ways for its customers.

        We were the first ones in the recession so we’ll be the first ones out of it. – Suzanne Medinis

        Cadillac does minimal work for Detroit car companies, perhaps saving it from a deeper impact as a result of the auto industry collapse. Cadillac President Kurt Streng, however, believes things aren’t as negative as painted by the news. “I almost feel it was worse eight years ago. Business-wise, it was worse because there was no new business on the vine. The strong survived in 2001 and there were a lot of guys who were smart enough to prepare for the future.”

        Streng continues, saying Detroit has been in a recession since 2001, with unemployment rates steadily climbing over the past eight years. The lessons discovered by smart business owners included tighter budgeting, continuing business as normal, and effective marketing of services. “The people who continued to sell with a smile on their faces, they’re making it,” explains Streng. Suzanne Medinis, controller, chimes in. “I always say that Detroit is either high or low – business is either booming or at rock bottom. But people are optimistic – we were the first ones in the recession so we’ll be the first ones out of it.”

        Cadillac emerged with strength from 2001 and has taken advantage of the lessons it learned. “You keep working hard, position your company for growth, and keep your eye on the trends,” Streng explains.

        We’ve never considered ourselves a bindery. – Kurt Streng

        Watching industry trends was a key factor in Cadillac’s transition from traditional loose leaf services to a more robust way of looking at ways to organize information. For decades, Cadillac, located in Troy, Michigan, was a provider of binders and tabs for conventional loose leaf information presentation and storage. However, Streng believes the company has always had a larger view of itself, saying, “We’ve been around this business a long time and, typically, binderies stay binderies. We’ve never considered ourselves a bindery, and that’s allowed us to migrate.”

        That migration was primarily customer-driven. In the early 1990s, in response to the needs of existing customers, Cadillac added full service collating, diecutting, and finishing to its line-up, and soon after, fulfillment and distribution. Streng explains that fulfillment and distribution are a natural extension of information packaging: “Part of what we do is build product so that it can be delivered. With that in mind, it has to survive delivery.” By bringing fulfillment in-house, Cadillac can now work structurally on the delivery, reviewing substrate and decoration techniques and evaluating its impact on the company’s choice of delivery methods.

        Medinis also points out the additional control that in-house fulfillment provides. “Other binderies are traditionally sourcing delivery out. But from my perspective, we could not only save time and shipping by bringing it in-house, but we could control everything right here, reducing lead time.”

        Additional changes were in store when Cadillac saw the market moving away from paper-based information storage. “Catalog binders were moving on,” says Streng, “and instead of walking away from those customers, we knew we could produce the catalog binder virtually.” Cadillac began producing CD sleeves, along with the print collateral. From there, it was a logical step to digital printing.

        It’s about letting people purchase what they need to use. – Suzanne Medinis

        Cadillac purchased a Canon ImagePRESS C6000 in 2008. The ImagePRESS produces digitally printed pieces that for short-run production of books, brochures, or customized CD packaging. It also has the capability of producing customized manuals, print on demand projects, and other 1:1 marketing pieces. Using web and digital print technologies, Cadillac has provided custom solutions that work for its customers.

        Says Streng, “CD sleeves, text, binders inserts, tabs’ it’s all interrelated. Digital print offers an affordable way to get full graphics and exceptional quality at an affordable price.” Noting that his customers’ budgets are tighter, Streng points out that digital print allows Cadillac to offer unique solutions on a value basis, while also reducing the chance of mass-printed inventories growing stale.

        “Some of our people thought we were stepping on the toes of printers,” says Medinis. “But it’s not about that – it’s about letting people purchase what they need to use, rather than purchasing binders they don’t need right now.” Streng chimes in, “A big part of our business is the trade and finishing side, with print product coming in the door and needing to be collated, bound, and shipped back. There are a lot of printers without digital print capabilities and we’ve offered a safe environment for them to go out and sell digital print and bring it back to a trusted source.”

        The key, says Streng, is that Cadillac is simply taking its customers’ needs one step further, helping them to organize and present information in new ways. Now, rather than providing just the binder and tabs, Cadillac also can help to create customized, variable data to populate the binder. “Communication needs to be authored, produced, packaged and distributed,” explains Streng. “Through its many forms we take to market to allow our customers to effectively get their message across.”

        We’re in the organization business. – Kurt Streng

        Cadillac Looseleaf Products has a full service multimedia department to assist customers with the design technology-based information packaging solutions. Whether the need is video production, CD-ROM and DVD authoring, animation, or web sites, Cadillac’s staff of 35 employees is able to help. This multimedia approach may seem to be a departure from the company’s primary business model; however, Streng believes it goes back to the very roots of what the company provides in terms of information organization. “A binder or a web site – there’s no difference. When a user pulls up the first page of a website, that’s the binder cover. And each button that a user pushes is an index tab. A website is essentially an electronic ring binder,” he explains.

        That outlook coincides with the transformation in the way information is collected and disbursed. “The buyer of tomorrow is well aware that there is more to learn and more to pass on with less time. Cadillac has responded to this by immersing our customers into a multimedia experience that complements our bindery and production shop,” says Streng. Services include digital video, photography, and web site production, and the facility has a sound booth as well as blue and green screen capabilities.

        Whether multimedia or paper-based, Cadillac remains in the organization business. Customers approach the company with information that must be compiled, presented, and stored. Through a series of questions, Cadillac helps to determine the best way to package the information. What does the customer want the end user to walk away with? What type of environment will it be used in? How appealing does it need to be? How will it be used?

        Cadillac will continue to introduce custom and cutting edge technology forms to deliver information, but as a complement to traditional loose leaf packaging. “We will always produce ring binders, diecut, collate, punch, and bind,” says Streng. “Considering the electronic versions of that production allows our customers choice in media form. Once we learn what our client does, the challenges he faces, and where he wants to go, we can start plugging in the variety of offerings we have.”

        We are like none other. – Kurt Streng

        Cadillac considers itself print, product, and virtual media packagers – perhaps the only company of its kind in the country. “It’s kind of a running joke around here,” says Streng. “We are like none other.” In this economy, that has allowed Cadillac to go virtually anywhere and sell a product that is appropriate to its customers’ needs and budget.

        What Cadillac offers is experience – experience in taking information and the need to communicate it effectively, and transforming it into a solution for its customers. By remaining small and focused, Cadillac operates as a family business. “I still believe in a handshake,” explains Streng. “I still believe that there’s good in the words that people say. We operate our business that way, because you’ll forget about the product and the price down the road, but if you have a sour taste in your mouth, you’re probably not coming back.”

        Diecrafters, Inc.: Common Sense Leadership, Steady Growth

        May 1, 2009

        by: Bob Windler

        Editor’s Note: Diecrafters, Inc. is located in Cicero, Illinois. The company identifies itself primarily as a finisher, providing diecutting, foil stamping and embossing, and specialty folding/gluing. Approximately 15 percent of its annual sales come from bindery services. A member of the Binding Industries Association (BIA) for more than twenty years, owner and president Bob Windler has served in a variety of positions for the association, including a term as president from 2005-2007.

        The story lies in the company’s people, rather than the company itself. The seeds of success were planted by Jack Windler in 1956, and the vine has been tended by his son, Bob, since 1985. With a no-nonsense operating philosophy, an old fashioned work ethic, and a steady hand on the plow, Diecrafters continues to grow despite a shrinking economy.

        With a true love of the industry and a knack for systematic business investing, the story of the Windlers is one where the lessons learned apply to far more than just the family. In this narration lies the history of an industry, a pragmatic business philosophy, and an optimistic outlook. Here, Bob Windler tells the tale.

        When two men in business always agree, one of them is unnecessary.
        – William Wrigley, Jr.

        Diecrafters incorporated in 1947, although old records indicate the founder, Walt Hahn, started as far back as 1936. Hahn worked out of the proverbial “garage” while moonlighting from his day job at Barrett Bindery, one of the oldest known binderies with diecutting services in Chicagoland. My family’s history with Diecrafters started in 1956 when, after nine tumultuous years, Walt decided to sell the business. My father, John “Jack” H. Windler, saw an ad in the Chicago Tribune about a diecutting company for sale for $7,000. My father had worked his way up in the folding carton business as a bookkeeper, accountant, and production manager.

        Dad learned that Walt had never achieved a level of sustained profitability, but after studying the situation my Dad decided that he could make a go of it. He estimated that if he could “stop the bleeding,” draw a small salary, and break even his first year, then he would have a good chance of survival. To line up the necessary working capital, he took his savings and borrowed some money from his father, purchasing Diecrafters, Inc. in June 1956. This was quite a gamble for a 36-year-old father of three, with number four (me!) just around the corner. After his first six-month period, ending December 31, 1956, he was able to pay all expenses, plus draw his salary and generate an additional $10,000 profit. Dad never lost money in any year he owned the company.

        Dad owned the controlling interest in the company from day one. In 1961, his brother Bob came to work at Diecrafters and purchased a minority interest. The two brothers made great partners. As the saying goes, “If two men in business always agree, one of them is unnecessary” – they argued often, had very different viewpoints, and always seemed to reach a decision whether they agreed or not. Bob was the “people person,” while Dad was all about the numbers. They were quite a team until Bob sold his shares back and retired in 1978.

        When Dad bought Diecrafters, the company rented 2,000 square feet on the 4th floor of a five-story building in Chicago. I heard stories about how the tanks of developing fluid on the 5th floor “sloshed” back and forth from the bed motion when Diecrafters’ cylinder diecutting press was in operation. In 1961, Dad bought a 4,300-square-foot building next door to the original site. In 1963, he doubled the size to 8,600 square feet, and then added another 1,500 square feet in 1968, which was as much as the city would allow for the lot size.

        In 1980, one of our competitors wanted out and it was too good of a fit to pass up. Dad bought out Belman Die Cutting & Finishing in October of 1980, which provided the company’s first automatic-feed presses, as well as high-speed folding and gluing capabilities. In 1989, Diecrafters acquired a 70,000-square-foot plant and consolidated operations in Cicero, Ill., which is our current location.

        The problem with owners is they hang around after they’re useless.
        – Jack Windler

        I started working there as a kid in the summer of 1973, jumping down crates of waste paper and stripping waste off the diecut forms at the end of the presses. Around 1976, I started doing payroll and a few other accounting functions, and by 1979, I had become heavily involved in the management of the business. With the next generation in place, Dad began a five-year phase out into retirement beginning in 1980. His exit strategy put a vice president/general manager in charge and developed a lead pressman into the senior production manager.

        In March of 1983, Vice President/General Manager Forbes Lange had a very serious heart attack that left him incapacitated. Forbes had been a close friend of my Dad’s for 40 years, so this not only had an impact on the business, but also was very hard personally. The heart attack happened on a Sunday, so the production manager and I came to work on Monday expecting my Dad to come back in and take charge. Finally at about 9:30 a.m, I called the house and asked Mom, “Where is Dad?” She replied, “Right here,” and handed him the phone. When I asked Dad who was going to take over and run things, he simply replied, “Sink or swim” – and then hung up! We began treading water frantically – and eventually we swam. Ten years later, I was talking to my dad and said, “I couldn’t believe you did that!” Dad acknowledged a little trepidation. Actually, what he said was, “I was scared to death” “I wasn’t sure if I’d ever get my retirement money, but I had faith.”

        On January 2, 1985, Dad sold Diecrafters to me and I remain the sole shareholder today. I was still young and green then, but he surrounded me with talent and a management team with many good years ahead of them.

        Once Dad retired, he wanted to stay out of the business. I used to go over to ask his opinion, but he would say, “I’m out!” He often said that the problem with owners is they hang around after they’re useless. He did love investing, so he acted as the fund manager for our profit sharing plan, which he started in 1966. A portion of the profits are distributed to the employees each year we make a profit, giving the employees a stake in our success. He outperformed the Dow and S&P consistently.

        Just because I said it, doesn’t make it right.
        – Bob Windler

        We’ve expanded over the years, and our reinvestment into equipment has been steady and measured, with a long-established plan for reinvestment of profits into both our equipment and our people. All the iron in the world is merely iron without the talent to maximize what it can do. The real difference in any business is its people and Diecrafters’ employees are the best! Our staff is structured with a core group of 40 employees who have been with us for some time – many since the 1960s, ’70s, and ’80s. We recruit and develop new talent through a cross of bringing in new blood and drawing top performers from our extensive part-time staff.

        Our business is not a happy-go-lucky, fun-filled adventure every day. It’s certainly not without its challenges. But I think people enjoy their jobs more when they’re being pushed. And I expect my employees to push me, as well. Just because I said it, doesn’t make it right. “Yes men” don’t cut it in my organization. I don’t need that. And I hate to hear anyone say, “That’s the way we’ve always done it.” Recently, I was talking to one of my supervisors and asked him why we were doing something a certain way, and he got this extremely guilty look on his face. He knew I wasn’t going to like the answer! Finding ways to be more efficient is critical. What differentiates us is that what is good enough for everybody else isn’t good enough for us.

        That doesn’t mean we can’t make mistakes. I would love to claim that we are perfect but, of course, we have had our share of problems. How we handle problems is what sets us apart. I have always felt that making mistakes is a natural part of growth and development, but making the same mistakes over and over again is the definition of failure. As long as we learn from our mistakes, and are making new and “better” mistakes, then we are progressing.

        If you don’t get any value out of it, don’t pay me.
        – Jim Niesen

        One way to keep learning is to stay involved with the industry. In the late 1980s, we joined our local PIA affiliate, Printing Industry of IL/IN Association, and learned of the BIA through this affiliation. Jim Niesen was the head of BIA for many years, and he worked out of Chicago. He came in one day and wanted to know why we weren’t a member. He gave me the big sales pitch and wouldn’t take no for an answer. He said he was enrolling me, and he said, “If you don’t get any value out of it, don’t pay me.” It was a great sales technique!

        Jim made a point of engaging me every time an event came up, making sure I stayed involved. Very quickly, I found that networking with companies from across the nation was valuable – what my local competitors wouldn’t tell me, a similar company from the other side of the United States would happily share and vice versa.

        The BIA used to put on bind-a-thons once or twice a year. The BIA would pick a host, and the attendees would fly in, get a hotel, and then hop on a bus to do four or five plant tours per day. It was a two-day event that exposed us to eight or nine companies. The real value was talking to industry peers who had a different perspective. We would sit on those buses and we’d ask each other questions – what are you paying for insurance, what are your benefits – information you couldn’t get from a local group because of the worries of competition. Some of the binderies we toured also had finishing and other integrated services, some being done successfully and some, unsuccessfully. There was a true value in sitting down with industry leaders after those tours to discuss what worked and what didn’t work.

        Well, I was hooked. Diecrafters has been involved in the BIA for twenty years. I’m a past chairman of BIA and I’ve held other positions, too. I think the hardest thing about any trade association is to recognize and quantify what your return on investment is, but I have learned that there’s a direct correlation between what you put in and what you get out. The time that I’ve spent going on bind-a-thons, the depth of information that I’ve shared with allies in the industry – that stuff is invaluable. It’s a key part of identifying the opportunities that will avail themselves as your business grows and as the industry grows. We are involved not only with the BIA, but also the FSEA (Foil & Specialty Effects Association) and the PIA. All of them give me a direct line, a way of tapping into the various views of the future. Today many views are quite pessimistic but there are little gold nuggets of ideas. Not having exposure to those people and those ideas would be like bowling with your eyes closed.

        If everybody else is doing it, it’s probably wrong.
        – Jack Windler

        We certainly don’t approach things the way everybody else does. It’s both a strength and a weakness. My dad used to say, “If everybody else is doing it, it’s probably wrong.” He taught me to challenge the traditional view. He’d look at the same situation I was looking at, the same facts I was looking at, and he’d burst my bubble with an obvious point that I just didn’t see.

        Obviously, with the market right now, the masses are looking at the industry from a survival standpoint. Binders and finishers are in a waiting game. They’re lowering prices as far as they can to get work in the door, but I think that’s a never-ending downward spiral.

        Diecrafters is in a very unique position in that we have financed ourselves through the investing and saving of profits, so we don’t have outside debt to hold us back. The market has taken big hits, and the future is in question, but we’re not panicking. I think the reality is that big changes don’t just happen, they unfold. A business plan has to be a living, breathing document that evolves, and Diecrafters is in a good position to evolve as the market does.

        Even now we’re moving ahead – we’re forging alliances. We’re exploring and focusing our energies on developing the business, which is what we have always done.

        We’ve always added services to support our clients’ needs. Often, this coincides with an opportunity to reduce costs and increase turnaround times with new equipment purchases. Several years ago, I told my wife the market was changing and the climate was getting tough. I needed to make a decision – all in or all out. We went all in. We bought a number of additional Bobst machines, an Eagle foil stamping unit – over about three or four years, we did some pretty heavy expansion. We bought material handling equipment in order to reduce payroll costs and improve service. Slower diecutters were been replaced with faster machines, and the foil unit that I mentioned delivered cost reductions with faster makeready times and run rates, as well as providing more efficient foil utilization. We have expanded affixing capabilities and integrated many of our services to run in-line with other functions. None of those efficiencies would have been implemented if our clients didn’t have a need; if they didn’t ask us to provide a service knowing that we would do it better than the other guy.

        My kids have asked me if I hold on to the business because of my Dad’s association with it; if I’m emotionally tied to Diecrafters, rather than evaluating it from a purely business perspective. If I’m honest here, I’ve probably given it a little more slack than I should have. My decisions have definitely been influenced by my love for the industry. It’s been good to me for a number of years. I’ve been doing this longer than my Dad did. And I guess I’ll be at it for a while longer.

        John “Jack” Windler, age 89, died peacefully on February 15, 2009.

        Stability and Service at Vulcan Information Packaging

        February 1, 2009

        by: Dianna Brodine

        Since 1947, Vulcan Information Packaging has been a force in loose leaf binder and packaging industries. Beginning as Vulcan Binder & Cover (the name was changed in 1997), the company was christened for the 55-foot-tall statue of Vulcan – the Roman god of the forge – that stands tall at the top of Red Mountain in Birmingham. Its reputation as a premier provider of custom information packaging is only enhanced by a customer service department that boasts more than 30 staff members ready to ensure that every customer’s product goes out the door as ordered, on time.

        “Having a parent company that supports us has been good for us and for our customers.”

        Vulcan Information Packaging was the brainchild of Elton B. Stephens, who sold magazine subscriptions while he attended college. After his graduation from law school, Stephens determined that his career path led away from the legal field and started a company to produce clear magazine covers for medical waiting rooms. Sixty years later, Vulcan still produces more than 200,000 of the clear magazine covers each year.

        Stephens continued to build upon his business success, diversifying into publishing, real estate, and manufacturing. Now Vulcan is a division of EBSCO (Elton B. Stephens Corporation) Industries, the largest privately held corporation in Alabama. Barry N. Franklin, general manager for Vulcan, believes that Vulcan’s position as an EBSCO subsidiary is a strong advantage when talking to customers. “We sell EBSCO when we talk to our customer base. It’s our financial stability, it’s the reason we have the facilities and updated equipment that we have,” said Franklin. “Having a parent company that supports us has been good for us and for our customers.”

        Serving primarily commercial printers, Vulcan’s business mix is approximately 55 percent custom manufacturing of packaging systems and 45 percent ready-to-ship product. In addition to ring binders, Vulcan designs, manufactures, and imprints many types of information packaging, including custom packages like slipcases, boxes, marketing kits, and casemade binders. Binders may include index tabs, CD/DVD holders, or clear sleeves. Packaging for software, audio/video products, and CD/DVDs can be produced to order using customer-specific layouts.

        Adding new equipment or updating existing equipment to improve production techniques and stay current with industry demands has led to recent purchases of an Emmeci casemaker; a Durst 4-color process digital printer for short-run printing on the company’s three main substrates (vinyl, poly, and casemade materials); and a Widmann tab machine, an index tab machine with 142 cycles per minute that prints on mylar, applies the mylar, and cuts it into collated sets as an in-line process for making tabs. The casemaker was brought in mainly to focus on a growing trend – green packaging.

        “We hear every day from customers who want us to make products that are environmentally friendly.”

        For many of Vulcan’s customers, identifying materials that can be labeled as environmentally friendly is a top priority, and the best way to do that is through paper packaging. “We hear every day from customers who want us to make products that are environmentally friendly,” said Franklin. “We brought in a high-speed Emmeci casemaker, manufactured in Italy, specifically to address that need.” Casemade products are naturally more environmentally friendly than vinyl. “We’re not in any way downplaying vinyl, but we are reacting to our customer. At the moment, we manufacture more vinyl products than casemade, but we think casemade is where the growth will be.”

        Since its previous casemaking equipment had been purchased in the mid-1990s, Vulcan purchased the Emmeci casemaker with speed and ease of set-up in mind. “We wanted to remain highly efficient, and the speed on the old Crathern equipment just didn’t match up to the volume we needed to run,” Franklin continued.

        Even if an entire project is not certified as green, Vulcan can work with a customer to ensure that the majority of elements in a project are environmentally friendly. “The board we use in both vinyl and casemade binders is recycled from corrugated boxes and newspapers,” explained Franklin. Vulcan also works with several companies that produce ecologically safe cover materials, including Ecological Fibers. Ecological Fibers has a process of producing forest-certified paper, coating it, and dying it in an environmentally friendly, water-based process. Vulcan also has run index tabs on a heavier craft paper that is “greener” than other materials. Franklin said, “What we try to do is educate our customers about the options. Definitely, most of what we produce here has loose leaf ring metals – it’s still the most versatile option for most packaging needs. But boxes and slip cases can be “green” as well, so there are always options for the customer who is environmentally conscious.”

        “Being lean has helped us be a healthy company.”

        Lean manufacturing, a process of reviewing facility practices to eliminate waste of human and material resources, was introduced at Vulcan Information Packaging five years ago. “We had the opportunity to obtain funding from the state of Alabama to implement lean manufacturing,” explained Franklin. Vulcan received a grant from the U.S. Department of Labor, administered through Alabama’s Workforce Development Center, which paid for on-site lean manufacturing training for its employees. “It’s not inexpensive to hire consultants and put together a program like that,” said Franklin, “so the initial offer to have assistance from the state was one of the reasons for implementing lean.”

        Using the lean principles, Vulcan has focused on getting more product out the door with fewer people, better communication, and better understanding between departments. Key to making it work is setting up work cells in a manner that reduces the steps necessary in every process. Is floor space utilized efficiently? Are people being deployed in a way that allows them to create more product? Have the right tools and the right equipment been provided at each step? “We document our process more than we did in the past,” said Franklin. “A lot of that is driven toward giving more information to the customers, but being lean has helped us be a healthy company.”

        “We think our customer service department is a vital part of serving our customers and helping get products out the door on time and done right.”

        Vulcan sets itself apart from the competition by providing high-quality, imaginatively designed products. With an in-house art department and a product development department, Vulcan is prepared to take a customer’s project from concept to completion. “Our product development department is critical, because our staff directly assists the salespeople in creating packaging for the customer, engineering a custom-designed product to fit their needs,” Franklin stated. “The customers bring products to us and say,” Give us some ideas.” Right now, we’re doing a project for a customer who has several different styles of cups, and we’ve created a display box. Our guys did that! Our product development department started on the product from the beginning, the art department worked with the salesperson to create the samples, and now we’re running the job.”

        Art departments and graphic designers are standard tools in the custom loose leaf manufacturer’s toolbox, but the area where Vulcan stands above the crowd? Customer service. There are 31 people in the Vulcan Information Packaging building serving in telesales and customer service who can help get a project through the plant.

        Vulcan employs field sales staff and telesales staff. The field sales team is supported by a nine-person service department that acts as the liaison to get orders logged into the plant and completed correctly. “The customer service staff keeps our customers and our outside salespeople informed,” Franklin explained. “They serve as more than just customer service – they watch the proper detailing of the products being made and inspect the quality of the product.” The telesales staff acts as its own customer service representatives. Telesales staff members walk around the plant to consult with the art department and visit the floor to see their products running.

        “A lot of companies get rid of the customer service department,” Franklin said. “But we chose to stay with it, because we think it is a vital part of serving our customers and helping get products out the door on time and done right.”

        “We’re set up to help printers complete projects for their customers.”

        Vulcan Information Packaging recognizes that, as a custom manufacturer, the call for its services will slow during the current economic recession. “Anytime you have a recession, companies will start to cut back on their advertising dollars,” stated Franklin. “When that happens, it’s going to affect not just us, but all loose leaf manufacturers. At the same time, we are fortunate to have the financial stability of our parent company backing our efforts.”

        When the economy begins to stabilize, Franklin thinks his company has an advantage to offer its printing customers – by providing options for loose leaf packaging that includes vinyl, poly, turned edge, and board, when many of Vulcan’s competitors focus on only one of those options. The company’s diverse capabilities also are a benefit. “We’re purposefully set up to help printers complete projects for their customers,” explained Franklin. “Quite often, purchasing managers in big companies want to go to one company to complete a project and, frankly, it’s not normally the binder company that makes the choice – it’s the printer. We designed our operations to make the choice easy for printers.” Vulcan becomes the behind-the-scenes partner for its printing customers, helping them to provide their customers with a completed project, using Vulcan as the packaging manufacturer.

        With a strong parent company ready to invest in its future, and a staff ready to partner with its printing customers to create custom packaging solutions, Vulcan Information Packaging looks forward to many more years at the forefront of the loose lead binder and packaging industries.

        80 Years Young at Dekker Bookbinding

        November 21, 2008

        by: Dianna Brodine

        The printed word has staying power. It can convey thoughts and action through the simple process of putting pen to paper, with ideas enduring for centuries – or as long as the paper remains undamaged. However, in the process of binding paper together, a series of thoughts and actions can be created “a story can be told” generations can be affected – and the paper upon which the story is printed is protected by a cover.

        A company in Grand Rapids, Michigan has been protecting the written word for 80 years. Four generations of the Dekker family have built a bookbinding operation that now employs 75, doing its part to ensure the future of books.

        Books are the treasured wealth of the world and the fit inheritance of generations and nations.
        ~ Henry David Thoreau ~

        Although Dekker Bookbinding is a fourth-generation American company, the family tradition goes back even further. Johannes Dekker was a bookbinder in the Netherlands during the 1800s. His son, John H. Dekker, immigrated to the U.S. around 1900, finding employment as a bookbinder in Grand Rapids. In 1928, John H. Dekker founded his own modest business repairing library books in his garage by hand. His sons, John and Howard, took up the family business at the ages of 16 and 14 when their father passed away. When the events at Pearl Harbor thrust the United States into World War II and took both boys overseas in service of their country, another Dekker family member became involved in the bookbinding trade. Mrs. John H. Dekker ran the garage-based bindery in their absence, providing library binding services for the libraries around town with two small presses.

        Returning after the war, the brothers decided that new edition bookbinding had more business potential than hand binding library books. This was most likely influenced by the desire for machine-made products that swept the country after the war. After a long period of “doing without” or “making do” with handmade versions of everyday items, the American people were ready to buy new. This was true of books as well. By the 1950s, new publishers and printers were arriving on the scene and the Michigan market was growing. The Dekker brothers decided the time was right to move out of the family garage, so space was rented and used machinery was purchased to create the company’s first hardcover book production line. It was 1955 and on a good day, Dekker Bookbinding was producing 5,000 hardcover books.

        The worst thing about new books is that they keep us from reading the old ones.
        ~ Joseph Joubert ~

        In 2005, more than 172,000 new book titles were published in the United States. That’s approximately one new title every 30 minutes over the course of a year. While that’s bad news for even avid readers (who can’t possibly keep up with the influx of reading material), that’s good news for bookbinders like Dekker which partners with printers nationwide. Dekker Bookbinding made an early and conscious decision not to venture into printing to avoid competing with its best customers. Instead, the company has worked to build relationships with printers who needed to outsource their hardcover bookbinding.

        “Our print customers typically supply us with folded signatures to be either smyth sewn or adhesive bound,” said Chris Dekker, a fifth generation member of the Dekker family. “Many of our customers ask us to get involved early in the project to answer production questions, often at the quotation stage. We can lay out a manufacturing format that involves schedule, process, and materials. The focus early on is to avoid obstacles and mistakes.”

        As the relationships grew and the print market expanded, Dekker Bookbinding recognized the need to upgrade its equipment and space. The company moved into its current facility in 1965, expanding through the decades into what is now a 100,000-square-foot plant. Many of the old handwork processes have been replaced with automated equipment, including two complete Kolbus high-speed case binding lines that take materials from bookblock to book jacketing – specifically a Kolbus 270 Casemaker and a Kolbus SU 631 Jacketer that are the first installations in North America for both machines.

        Installing the latest technology is key, as up-to-date automation adds the ability to keep up with another industry trend – the demand for faster production schedules. “We rely on our printers for early information on fast-track projects, setting no-surprise schedules ahead of time, and overlapping component manufacturing before assembly and shipment.” Even though Dekker Bookbinding has two complete production lines, the company gains flexibility by not connecting the production pieces in-line. Binder trimmer lines, compact casing-in lines, and jacketing and packing lines are separate. Fast tracking allows Dekker to build components and, when the signatures arrive from the printer, bookblocks are made and the final assembly can take place, often in 24 hours. This strategy works because no single component waits for another. “There are too many components to bookbinding that we can customize,” explained Chris Dekker. “In-line makes sense to a point in relation to overall cost on large runs, but you are not getting the efficiencies, especially with smaller runs. There are too many variables to control. When one piece of the line shuts down, the whole line shuts down. An idle machine adds to your cost base.”

        There is more treasure in books than in all the pirate’s loot on Treasure Island.
        ~ Walt Disney ~

        Dekker Bookbinding prides itself on the variety of jobs that come across the shop floor. As a small, independent bookbinder located in the middle of the country, Dekker quotes book projects from all over the United States. The company has experienced a surge in printers – both sheetfed and web, one color and four color, small shops, commercial printers, and digital printers – asking for quotations. Many of these titles have a local or regional interest, and sizes range from as small as 35/8″x51/4″ to oversized coffee table books. On the low end, Dekker has seen runs of 500 books and, on the high end, run sizes have reached 500,000. Typically, the binder will do 2,500 to 25,000 books per run, reflecting the industry trend toward smaller initial runs and reprints as book sales increase. In fact, according to statistics released at the Book Expo of America in 2006, only 1,000 of the quoted 172,000 new book titles sell more than 50,000 copies through traditional retail channels. Only 25,000 of the 172,000 new publications each year sell more than 5,000 copies. For a bookbinder whose strategy is to support the printing industry, small runs are definitely the path to long-term success.

        “The range of sizes that we can now bind, the selection of materials we can build with, the variety of binding styles, and the quality and flexibility we have in manufacturing components has kept us competitive,” explained Chris Dekker. “The partnerships we have with the printers who rely on us for their case binding makes both Dekker and the printer competitive in an evolving market.”

        Although Dekker Bookbinding began as a handwork specialist, the company has recognized the efficiencies offered by today’s automation. Dekker’s capabilities include cloth, leathers, stamping, ribbons, PUR, sewn, and adhesive. But Chris Dekker acknowledges that everything the bookbinder does is custom, in terms of unique customer requests. “There are so many custom jobs that we can do. No job is the same.” The company has seen more requests for ribbons, tip-in pages, edge staining, bound in CDs, special editions, and other customizable “bells and whistles”.

        Show me the books he loves and I shall know the man far better than through mortal friends.
        ~ Dawn Adams ~

        In 1973, John Dekker, Jr., the current CEO, joined the company as the fourth generation, and now the fifth generation is on board, namely son Chris, who works in management and marketing, and son Corbin, in production. Also key in terms of personnel is Jeff Richter, who joined the company in 1991 and fills the roles of vice president, CFO, and information systems “guru”. “Jeff joined us just as we were looking to put everything on computer,” said Chris Dekker. “He came in here and brought all of our paperwork up to date, put the company online, and got everything automated. Jeff computerized the entire company.”

        John Dekker, Jr. offered his own contribution to modernizing the bookbinder’s operations, acting as the driving force behind a management style reorganization that eliminated the “top down” flow of information. “During the 1990s, when reengineering was popular, one of the mega book manufacturers publicized the idea that to fully utilize their capacity, they could print in one plant and bind in another plant,” explained Chris Dekker. “We knew we were on the right track because we already did that! However, it was time to change our management style.”

        John Dekker, Jr. took his employees on a trip to one of the company’s printing customers. He wanted the entire bookbinding facility to see the book production cycle from beginning to end, understanding their part in the process as one piece of a whole. “Our people bought into the idea of getting involved and taking more responsibility on the floor, discussing ideas, identifying obstacles, and focusing on customer product,” said Chris Dekker. As a result of the reorganization, managers became coaches and the rest of the team responded in kind. Today, most of the people who talk to the customers during quoting, planning, and customer service started in production. When customers visit the production floor, they are introduced to the machine operators and crew, and the horizontal organizational structure encourages questions and dialogue. “Dekker Bookbinding focused on building up people,” explained Chris Dekker, “because people build the books.”

        A book is a fragile creature. It suffers the wear of time, it fears rodents, the elements, clumsy hands.
        ~ Umberto Eco ~

        The environmental movement toward “green” is driving new processes and papers in the printing industry, but Dekker Bookbinding didn’t need a trend to start recycling. In fact, the company has been recycling waste since the early 1990s when it built an addition to its binding facility. “We hooked up a huge vacuum on top of our building,” described Chris Dekker. “It connected to all of our machines – anything where the paper comes off – and we take that scrap and put it into balers. It’s not something we started because of the ‘green’ thing. We did it because it helped keep our plant clean, but it feels good now.”

        In 2007, Dekker recycled 1,828,725 pounds of material, saving 15,544 trees and 6,400,538 gallons of water, and keeping 54,862 pounds of air pollution effluents out of the air. The base materials used in book production, such as binders board and most paper-based materials, are made from recycled materials. Recycling and a company’s impact on the environment are important to the book industry, and Dekker Bookbinding has been ahead of the curve.

        I have always imagined that Paradise will be a kind of library.
        ~Jorge Luis Borges~

        Technology has revolutionized printing and reading. Computers can produce a manuscript on a disc and electronic prepress can produce an image, bypassing many of the traditional printing processes. Small vanity press organizations have sprung up, allowing almost anyone the opportunity to publish a book. Electronic readers such as Kindle are gaining popularity, with books downloaded to a portable handheld device in seconds and shown on screen on demand. But bookstores are still thriving and traditional paper and ink books are still selling.

        “As new people enter the work force and take over the book industry, changes are inevitable,” stated Chris Dekker. “There will always be a segmented book market. Although I have yet to use either an e-book or an audio-book, I can accept them as part of the market.”

        Dekker Bookbinding’s best long-term customers – the book printers who make high-quality books and have a long track record in the industry – agree that the future is bright for book manufacturing. The key is to stay flexible, understanding that changes will occur and reaction time will determine success.

        The written word, despite rumors to the contrary, is not dead. For many people, books are old friends. “People don’t throw away books,” said Chris Dekker. “They collect them or pass them around. People have an appreciation for books, perhaps as an art form, but mostly I think it’s because the reader can hold and interact physically with a book.”

        Books are the quietest and most constant of friends; they are the most accessible and wisest of counselors, and the most patient of teachers.
        ~Charles W. Eliot~

        Gold Medal Success at Olympic Bindery

        August 21, 2008

        by: Dianna Brodine

        The 2008 Beijing Olympics placed the spotlight on dedicated athletes who have taken a basic talent and enhanced it through hard work, determination and a willingness to go beyond the ordinary to find success. The ultimate reward for this sacrifice is a gold medal. For Olympic Bindery in Broadview, Illinois, the ultimate reward is customer satisfaction, encouraging its customers to “Go for the gold”!

        On the Starting Blocks

        Business partners John Welacha and Dan Mooney have known each other since high school, when they worked together during the summers for a Chicago-area printer. After spending the first years of their careers working as operators, supervisors, and sales staff for printers and binders, Welacha’s father, John Sr., stepped in with a new plan. John Sr. had been a bindery manager for many large printers and binders in the Chicago area and he was getting ready to retire. In 1986, he convinced his son that the time was right to make a move from employee to owner by opening a new bindery to serve the Chicago area. “He was the catalyst,” explained Mooney. “When John Sr. retired, he came into Olympic and worked to bring in sales, while helping with production and quality.” Mooney joined his old friend at Olympic Bindery in 1992.

        Olympic started its operations in a 12,000 square foot manufacturing space in Cicero, Illinois. The plant moved to its current location in Broadview in 1994, beginning with 30,000 square feet but expanding as business grew until the company reached its current 73,000 square feet of production and storage space. Seventy-five full time employees work two shifts, with the capability to produce around the clock based upon production needs. Mooney is the president of Olympic Bindery, concentrating on sales and administration while Welacha, vice president, controls the daily operations for the plant.

        Serving a range of clients, from small printers up to very large web printers, Olympic Bindery’s biggest market is long-run saddlestitching, with standard and oversized map folding following as a close second. Most of Olympic’s customers are in and around Chicago, and the bindery’s run volume is typically anywhere from 50,000-300,000 pieces, although Mooney said Olympic has done runs of anywhere from 500 pieces up to beyond 50 million pieces.

        Racing Beyond – Cut and Fold

        Olympic Bindery started out as a straight “cut and fold” operation. The bindery expanded in 1988 with a multi-binder, a machine designed to be both a flat sheet collator and stitcher, and took on a lot of direct mail and newsletter work. “That’s how we got into saddlestitching,” explained Mooney. “In fact, we still have that piece of equipment!”

        Newsletters are just one corner of the business now. Olympic Bindery is a full service binding and finishing operation, with capabilities for cutting, folding, saddlestitching, diecutting, and mailing and fulfillment. “It’s not that we’ve expanded beyond typical services,” explained Mooney, “but we’ve taken those services to a new level.” Olympic sells its customers on the idea that the current high cost of transportation and increasingly tight production schedules demand that printed product makes only one stop after leaving the print shop floor. “Sending printed product to just one finisher for several bindery processes is becoming more of a necessity than a convenience,” said Mooney.

        The journey to one-stop finisher followed a winding road, one that many traditional binderies have stared down as industry consolidation and the advent of the internet began cutting into profit margins. In 1996, Olympic Bindery entered into the perfect binding market. With several good contracts in hand, the operation went well until 2005, when research catalogs and pricing guides began the switch to the internet. As the volume of perfect binding work began diminishing, Olympic decided to exit the perfect binding market.

        The operating space freed up by the sale of the perfect binding equipment opened the door to another opportunity. Olympic became partners with a small mailer who moved into the Olympic Bindery building. To accommodate this change of direction, new equipment was purchased and new capabilities added. “We have two offline imagers with wafer sealers on them, and we do a lot of kit building, inserting, and projects by hand.” Olympic offers spot gluing, seam gluing, shrink wrapping, and ink jet addressing as well, in support of its mailing operations.

        Mooney and Welacha believe the addition of mailing and fulfillment services is the key to the growth of Olympic’s bindery operations. “There’s more and more direct mail being done,” said Mooney. “As for fulfillment, there are a lot of projects out there that have to be done by hand. There’s no efficient way to do those by machine yet.”

        Traditional bindery services also have grown. Olympic now has seven saddlestitchers, giving it the capability for everything from short runs to multimillion piece runs, with a short turnaround time. The bindery also has purchased several MBO folders, all specifically purchased to support its map folding, direct mail, bill insert operations, and book work signature folding.

        Mooney and Welacha make it a point to keep abreast of industry changes, specifically in regards to new developments in technology that can reduce costs and run jobs in more efficient ways. “We try and buy a couple of pieces of equipment each year with the latest technologies, simply because once you start falling behind it takes a long time to catch up. Olympic’s ability to stay competitive will depend on the developments out there in equipment,” said Mooney. Before purchasing new equipment, the partners look at job volume and recent changes in the types of jobs flowing through the bindery. “If you look at that and try to analyze where the trends are moving as far as types of business, you can look and see what’s out there in the industry as far as equipment. If a machine runs 20 to 25 percent faster or requires less labor, you can see where you recoup some costs.” Three years ago, Olympic Bindery purchased a high-speed automatic saddlestitcher from Muller Martini that increased its production 25 to 30 percent and reduced the labor required by one third. The company now has three of those machines. Mooney cautioned that Olympic Bindery still has to evaluate the volume of work needed before making an investment in new equipment. As the mailing and fulfillment side of the business grows, Olympic plans to purchase more automated fulfillment equipment, particularly in terms of automated inserting and affixing.

        Building the Gold Medal Team

        Top-of-the-line equipment isn’t the only way to attract customers and build sales volume. Strong customer relationships also are critical to continued success for Olympic Bindery, creating a team that is committed to excellent quality. “In this rough economy, the print industry is driven by price,” said Mooney. “We set ourselves apart from the rest by working as a partner with each and every customer to build a healthy business relationship. That means we’re upfront, honest, and fair with the customers. We also have excellent quality control throughout the plant and deliver what we promise, on schedule and with fast turnarounds.”

        Welacha and Mooney set the example by being hands-on owners. On most days, both men are in the shop or the office. Welacha works with all of the bindery’s customers on a first hand basis, answering all production questions for each project. The bindery has a customer service manager who is responsible for initial order entry and production reports, but any concerns having to do with production, quality, or service are handled by Welacha and Mooney. “It’s important to both our customers and our employees to see that the owners of the company are getting personally involved,” explained Mooney.

        The tighter margins brought on by price competition and higher material costs have led Welacha and Mooney to work differently with their employees as well. “You’ve got to reduce your pricing to get a job in the door,” said Mooney, “but then you really have to stay on top of everything on the shop floor to produce the job as efficiently as possible at all times.” As a result, the staff at Olympic Bindery is receiving training on how to be efficient. Meetings are held with the shop supervisors and managers to evaluate procedures and processes. “We asked ourselves what would happen if only certain employees worked on certain jobs. We typically rotated our people on all of our equipment, but maybe that wasn’t the most efficient way of doing things. Now we’re changing that a little, to determine what each does best.”

        Employees are relied upon to oversee all production details, putting each machine operator at the front line to determine the quality of the product that is delivered to the customer. “We stand behind our work 100 percent, which says something about our belief in our quality,” stated Mooney. “We are proud of all our projects. Each one, when planned and produced correctly, shows the pride that every one of our employees displays.”

        The Winning Formula

        At Olympic Bindery, the commitment to creating partnerships and dedication to ensuring quality take this former “cut and fold” bindery beyond the ordinary. Sharing information and efficiencies not only among Olympic’s employees and customers, the bindery also has become an active supporter of the Binding Industries of America (BIA) and the Graphic Finishing Industry of Illinois (GFI). Mooney, as acting president of GFI, believes networking with industry peers to share ideas and policies is the key to upholding the values and consistency of the entire industry, allowing all of the competitors on the binding and finishing playing field to raise the bar.

        From binding through finishing to fulfillment, a motto on the company’s web site provides the winning ingredients in the bindery’s formula.

        Experience + Positive Attitude = Success

        By building healthy business relationships through up-front honesty and service with a smile, the owners and employees at Olympic are proving that they are willing to go above and beyond to help its customers “bring home the gold.”

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