Date: Tue, 17 Dec 1996 06:00:01 -0600
From: Cy Stapleton email@example.com
Subject: December Hotline Newsletter
by Cy Stapleton
To the best of my knowledge, this mailing list has been
cleaned up and is only being sent to those who
requested it, however in case this newsletter was sent
to you in error, simply reply with the word REMOVE in
either the Subject or Message field. Feel free to forward this
newsletter to any friends you feel may be interested.
The Hotline Newsletter is a free e-mail newsletter
provided to members of the printing and graphic arts
industry by Cy Stapleton of Helene's Hotline and PTN
Publishing's Graphic Arts Group (Quick Printing,
Southern Graphics, Printing News East, Printing News
Midwest, and Print Business Register.) Back issues of
the newsletter as well as a number of other documents
are available through my listserver. To get an index of
the available documents, send an e-mail message to:
firstname.lastname@example.org. In the Subject or Topic field
type the word INDEX and send the message. Shortly an
index of available documents and their keywords will
appear in your mailbox.
One question that comes up on a regular basis relates to
copyright laws. A free booklet is available from the
Copyright Office. To obtain a copy, call (202)
707-3000. The voice mail will direct you to the proper
Ever wished you could use your favorite graphic as an
icon in Win95. It's easy. Save the graphic as a .BMP
file and remember the filename and folder it's in. Let's
say you want to change the icon for PageMaker. Go to My
Computer and to the PageMaker folder. Open that folder
and locate the executable command (i.e. PM.EXE or
whatever). Click on that icon one time with your right
mouse button. When the box drops down click on
Properties. At Properties click on the Program tab. When
the Program screen opens, click on Change Icon. A group
of available icons will appear. Note the box (File
Name) that has the path and filename (i.e.
C:\windows\system\???). Change that to the path and
filename to your .BMP and click OK until you are out of
the Properties. Win95 will create an icon and replace
the existing icon with your new one. Nifty..
It is becoming rather common for large companies who
previously had in-plant or captive print shops to
outsource those services to larger printing firms.
However, in the last couple of months two very small
printers shared their experiences with me concerning
their success in using this philosophy to substantially
increase their business. Since both situations were
similar, I'm going to combine the most creative
portions of both, cover the high points and let those
who are interested develop their own game plan.
Here is the scenario. A medium size manufacturing
company has their own printing operation. The
pressperson either left the company for another job or
retired. In both of these cases, the pressperson had
given substantial notice to the company. The printer was
doing a little overload work for the company and when
asked if he knew of a pressperson who might be looking
for a job, the printer saw a potential opportunity.
He made an appointment with management to cover the most
important question first - getting their day-to-day
printing out in the same time frame their own print
shop was able to do. The next part of the proposal was
to allow him to do a detailed cost analysis of their
print shop operation.
Management liked the idea and the printer worked with
the pressperson for several days going over in detail
his job tickets. He then inventoried all equipment and
stock, determined the value of the print shop employees
salary and benefits, cost of utilities and floor space,
etc. He got an appraisal for the fair market value of
the equipment and put his figures together.
The printer found that by having the company outsource
their printing requirements to him, they could realize
a bottom line savings in excess of $125,000 annually
while increasing the printer's profitable billing by
some $180,000 annually.
The printer's proposal was that he would produce the
company's requirements in the same turn-around that
they had become accustomed to by having their own
in-plant shop; he would purchase the equipment at fair
market value; and all printing would be billed on a
mutually agreeable cost plus basis.
Since the printer did not have the liquid assets to
purchase the equipment outright, an agreement was made
to apply 10% of the gross monthly billing until the
equipment was paid in full and that the printer would
receive title to that equipment immediately.
The printer kept the equipment and supplies he could
use and sold the remainder - giving him additional
Great idea and very creative selling.
For the last couple of weeks there has been an
interesting question being addressed on HotTalk. One
subscriber got it started by announcing his frustration
concerning vendors who consistently ship and bill 10%
overs. My response was that when I entered this industry
as a sales rep for a major bindery I questioned the fact
that my company consistently shipped and billed for
overs. It was seldom that an order was shipped with the
exact quantity ordered. It didn't take me long to
realize that those overs contributed to increased
As I learned more about the business I was introduced
to our industry's trade customs and discovered that the
+/- 10% has been a part of those accepted trade customs
for almost a century.
The bottom line, as far as I was concerned, was that a
problem never arose when the customer was made aware of
this policy and all quotes were based upon either unit
cost or cost per 1,000. In my small operation this
amounted to about $25,000 in additional sales each year
and that $25,000 was the most profitable sale I had.
While a number of subscribers agreed, I was astounded
that there were a number of subscribers who felt this
It would be interested to get the input from Hotline
newsletter readers on your philosophy on overs. Do you
charge your customers for overs (or unders) or do you
bill for the quantity ordered? Do you estimate jobs by
the job or by a price per M? Do you include a copy of
our trade customs with each estimate and print them on
the back of your invoice? Do you ship overs without
charging for them or do you put them on the shelf or
I will report on the responses in a future Hotline
Advertise that excess equipment or stock free through
FleaMarket. Dr. Terry Montgomery has set up another
listserver on PrinterNet. Like all listservers, you must
first subscribe (subscriptions are free). Send an e-mail
message to: email@example.com and in the
Subject or Topic field type the word SUBSCRIBE. Nothing
is required in the message area unless your software
requires it. If so, type a couple of junk letters and
send the message. Shortly you will receive a welcome
message. Once you have received that welcome message you
can send an e-mail message that contains what you have
for sale or what you are looking for. All you do is to
type the item(s) in the Subject or Topic field (i.e.
1250Multi; Carbonless Paper; Collator; etc.) and in the
message area describe what you have for sale or what you
are looking for. Send the message to:
firstname.lastname@example.org and that message will go to
all subscribers. Interested subscribers can respond to
your personal e-mail address or to fleamarket. You will
want to put the address: email@example.com in
your address book.
Keep in mind this is a new listserver and doesn't have
a lot of subscribers yet. The more subscribers the
listserver gets, the more items and prospective buyers
we will have.
Outstanding e-mail software...
Qualcomm has recently introduced their new version of
Eudora Mail Pro Version 3.0. This should be available
through your local computer store or through any
computer mail order house. Dealer cost is about $52.75
and the retail is $89.00. You should be able to get a
copy for somewhere between those two prices. Eudora is
an incredibly powerful and easy-to-use e-mail
application. It allows for the attachment of multiple
documents to a message; gives you the ability to format
your messages (i.e. bold or colored text, etc.); and
allows you to manage multiple e-mail accounts. There are
powerful filters that allow you to automatically sort
mail and set up automated responses to common requests.
There is a built-in spell checker and a button bar that
allows even novices to get started fast. You can create
templates for outgoing messages, signatures, and much
more. For additional information, visit their web site
Printing's Past - by Frank Granger
Frank Granger is a printing technology teacher who uses
the history of our industry as a teaching tool. This
piece on Erasmus - the first of the Tramp Printers - is
his latest piece.
Here lies an old book, its cover gone,
its leaves torn, the worms at work on its vitals.
(epitaph of Desiderius Erasmus - 1466-1536 - and the
inspiration for Benjamin Franklin's epitaph.)
To call Erasmus, the greatest classical scholar of the
Renaissance, a tramp of any sort seems at first
disrespectful. It is said he was the most brilliant and
wisest man of his day. He was at home in over 18
languages. He could do the work of ten scholars. The
leaders of Germany, England and Rome offered him high
positions in authority. But, Erasmus would have liked
the title tramp printer because that is what he was.
Tramp printers were skilled printers, journeymen
blessed with the wanderlust, who traveled the country,
from shop to shop. In the early days of printing, they
gleaned and sowed the best of the technical knowledge.
Printers needed their labor and gained the benefit of
trade secrets borrowed from other printers.
Erasmus was born to wealth in Holland, the son of
Gerhard von Praet and a mother of unannounced social
status. When his father died, the trustees snatched the
wealth and had the courts send Erasmus to a monastery as
a penniless waif. His education dictated that he become
a priest, and his skill as a scribe allowed him to enter
the service of the Bishop of Cambray. As part of his
religious duties he traveled throughout Europe before
leaving the priesthood.
He continued to travel as a printer. He designed the
books that he wrote. He helped spread the ideas of the
Renaissance and cool the intolerant emotions on both
sides of the Reformation. It was a time when the
followers of Luther wanted to split the church and the
anti-Reformationists wanted to destroy the reformers.
Erasmus sought to reform without division and tried to
teach the ideal of harmony among professing Christians.
His moderation and attempts at reconciliation allowed
him access to both sides in the Reformation, but he did
not totally please either side.
He worked for a while with the publisher, John Froben,
in Basil, Switzerland. He was not merely a scholar, but
an authority on books and printing. He established the
classic page margin: Twice as wide on the top as the
inside; twice as wide at the outside as the top and
twice as wide on the bottom as on the side. He
established a superior level of quality for Froben's
books. Erasmus said, To use poor paper marks the
decline of taste, both in printer and in patron.
He had his critics. One who took strong exception to his
theological ideas was a printer and possibly not a very
good one. Erasmus called him a schamp because he used
cheap paper and ink and tight margins. The word evolved
into scamp, which is a printer who cheats on paper
weight, size, count or quality.
From Froben, in Switzerland, he moved on to work in the
household of Aldus Manutius in Italy. The Aldine Press
became the most important publisher of inexpensive books
in Europe. Erasmus was important in the design as well
as the research and writing at the Aldine Press. His
books best sellers and widely distributed.
His lifelong work included 1,500 letters with over 500
persons. This correspondence gives illumination to the
development of ideas during the Reformation and
Renaissance. His chief work was a New Testament in Greek
with a Latin translation. His Manual or Dagger of the
Christian Soldier emphasized the uselessness of show in
religion as contrasted to the spirit of sincere
apostolic piety. His most famous work was The Praise of
Folly, a satire.
He sought reform in the Church, but without splitting
it. He gained both the respect and vindictive anger of
both the reformers and the conservatives. As a printer
he was more successful. He established standards of
quality and design that were benchmarks for centuries.
Towards the end he removed himself almost entirely from
religious life and the Church removed itself from him.
He attended no confessions or services and his illness
and death were not attended by a priest. At the end of
his life he said I am much more proud of being a
printer than a priest.
Copyright 1996 by Frank Granger
549 Harper Davis Road
Lake Wylie, SC 29710
Reprinted with permission.
The PTN Graphic Arts Bookshelf has many outstanding
valuable tools for the small to medium size printer.
Let's take a look at a couple of the best sellers.
This month we will cover a video seminar by one of the
industry's most respected consultants and Business Forms
Seminar on Video...
Jeff Hazlett doesn't need an introduction in our
industry. He consistently fills his seminars and those
attending leave with more than enough information to
smoke the competition.
Jeff's How to rip the head off your competition is a
set of audio tapes that shows business owners the basic
techniques needed to survive and grow during these
turbulent economic times. It includes the fundamentals
of doing business and management motivating and
marketing. You will learn proven techniques that will
enable you to smoke the competition. Jeff helps you
identify key problems and opportunities, priortize their
importance, create strategies to solve and take
advantage of them, and create an action plan. Areas
covered are: Bullet-proof your business against
aggressive competition; Develop new profit centers;
Attracting and keeping a winning team; The business of
new business; Mapping a sales strategy for a turbulent
economy; and How to turn a competitor's account.
How to rip the head off your competition is available
from the PTN Graphic Arts Bookshelf for $105 including
shipping. Fax (409) 637-1480 or call (409) 637-7475 for
Business Forms Templates...
Many small printers have profitably used the best
selling book, The Business Forms Encyclopedia for
many years. The book contained some 250 camera ready
forms where all you had to do is let your customer pick
out the form he required, and you simply set his name
and address, pasted it on the camera ready copy, shoot
Today it's much easier and more profitable. The
Business Forms on CD has updated versions of all of the
forms that were in the Business Forms Encyclopedia, plus
many more - a total of over 600 camera ready templates
in Mac or PC format. The forms were created in PageMaker
and the CD has the documents in PageMaker, .EPS, and
Acrobat format, which will allow you to import and
modify them in virtually any page makeup software. Now
there is no problem if a customer wants a column head
changed; a rule moved, etc.
Business Forms on CD comes with a printed reference
book for easy counter display or for field sales. Your
customer simply picks out the form he is interested in,
marks the changes he would like made, and in a couple of
minutes you can have his custom form.
All forms are indexed to the reference book for easy
reference and cross referenced with a simple-to-follow
numbering system. Business Forms CD is available from
the PTN Graphic Arts Bookshelf for $94.99 including
shipping and handling. To order or for further
information, fax (409) 637-1480 or call (409) 637- 7475.
If you would like the Hotline database or the Hotline Ad
Specialty database on your own computer, please request
a copy of our brochure and give us your fax number. You
may e-mail that request to firstname.lastname@example.org or fax your
request to (409) 637-1480. These are the industry's
premier source databases. The Hotline database contains
over 9,000 vendors and over 18,000 products and the Ad
Specialty database contains over 3,000 direct
manufacturers of ad specialty products and over 33,000
products. The stand-alone databases are $104 each
(including shipping) or $195 if both are ordered at the
same time. Many users claim that the databases more than
paid for themselves in additional profits the first time
they used them. This is not something like Helene's
Hotline, it is the identical database that is on the
Hotline computer and is used to respond to some 125
daily source inquiries from printers across the country.
Til next time, God bless you and yours...
If you have written an interesting article and would like to publish
The House of Gutenberg
Lufkin, TX 75915-1107
Fax (409) 637-1480
Email - email@example.com
Tuesday, January 14, 1997 2:10:30 PM
it to the entire printing
and graphics community contact Martin
here for information.