Crouser & Associates Performance Group program helps printers prosper through
on-site assistance and twice yearly group meetings. For more information by Email or call (304) 342-5100. Crouser Report OnLine is the Copyright Thomas P. Crouser. Material may not be reproduced in whole or in part without written consent. Current reports are on the WWW at http://www.printusa.com.

Answers For Panama and Double Dumbfounded by Errors


Transmitted from San Francisco, California

Had a fantastic time in San Francisco. Thanks for coming out. Those who couldn t make it, plan to be with us here: DETROIT, May 11th; ATLANTA, May 18th; CHICAGO, June 1st; MIAMI, June 15th (note change from the 22nd); and COLORADO SPRINGS, August 24th. Fax (304) 342-5187 or call (304) 342-5100 if you want to attend any of the sessions. The session is FREE, but you must PRE-REGISTER. Eugene from Panama wants to know: which way to go? Let s start with some responses.

Subj: Re: Question: Which Way To Go In Panama?
From: Vosburgh2
To: TomCrouser


Eugene asks, Which way to go with new prepress technology? I would suggest a 1200 or 1800 dpi laser printer that outputs to 11x17. We ve done some nice 2 color, blended screens with reasonably critical registration. There are several on the market but DON T get a LaserMaster! Product is OK but service is terrible!!! Anyway, using that output and making silver master plates is a good combination. Silver masters can hold 100 line screen and pretty fine line detail. We used to have the choice between electrostatic or metal, and our customers were becoming more and more critical of quality which meant we were making more and more metal plates. Now we use half the metal plates (mostly for hairline register or 150 line screens). We have a Mitsubishi plate maker and it works fine.

We also tried the direct laser printer to plate deal...(No Good). I had a technician from LaserMaster tell me (off the record) that they couldn t keep the toner confined to the image. It s not visible to the naked eye (so it s OK for originals) but it picks up ink, giving a scumming or toning look to the background. At least not yet.

If you want to get an image setter I hope you re up on your computer/techno skills. If you re really into technology that s OK but most of us are printers, so...let s put ink on paper and leave the constantly changing world of electronic gizmos to people with deep pockets. That s my 2 cents! Dana

Thanks, Dana. By the way, has Rochester thawed out yet? Gotta be spring soon. Here s more. Subj: Re: Question: Which Way To Go In Panama?
From: HalSan
To: TomCrouser


Tom, I would like to add my 2 cents to our friend in Panama. I think he should consider the acquisition of an 11x17 1200 dpi laser printer or preferably an oversize laser printer if his presses print a larger sheet. Assuming he has the appropriate software on his computers he could create 2 & 3 color spot separations to paper, shoot Quicksilver plates on his existing dark room camera and go to press.

Multi currently has a plan that allows you to obtain their Quicksilver processor for free (as in free, really) if you agree to purchase 2500 plates annually for three years. 2500 plates is pretty minimal if you do any volume at all. And they re not beating people up on price - we were able to negotiate a 3 year plate price as well.

As I see it, this solution allows him to step up in capability, gives him a higher quality plate with longer run lengths, and a very short learning curve. Any one in the shop would be capable of shooting and processing the plates, it s not nearly as complicated as making scratch pads. We have regularly achieved 35,000 impressions on these plates.

The most significant benefit would be very little up front expense.

My only real caveat would be to purchase the Laser printer from a very reputable dealer who can also service it on site, do regular maintenance and supply him with a replacement WHEN it breaks - it will you know. Obviously it would be postscript.

Hal Wendt, International Minute Press
Southgate, Michigan
Thanks, Hal. Here s a response from Ray.

Subj: Re: Question: Which Way To Go In Panama? Other Topics
From: RayANDREWS
To: TomCrouser


I m using LaserMaster 1800 dpi Direct To Plate laser printer (also does paper, of course). It is probably as far as laser printing will ever go in terms of resolution (based on grain size of toners). This is backed up by an Itek 430 that outputs film, stats and megalith plates which we have had for years. The direct-to-plate is good for fast, relatively short-run jobs that do not require tight registration. Direct to Plate problems are based in the fact that the plates that will hold their shape through a longer run (mylar backed) do not print out with any where near the crispness of the paper-backed plates which stretch and tear relatively rapidly. Apparently, the problem trying to be solved is that the mylar backing interferes with the proper electrostatic transfer of toner to the printing surface. I m on line for Beta testing attempts to resolve this problem, but haven t seen anything yet. I will say I think it is only a matter of time.

In the meantime, I think it would be rather risky to rely solely on the LaserMaster or any other direct to plate system.

I am not familiar with the Imagesetter film process because I passed on that for now-it would take a helluva lot of platemaking to make it pay out at $20,000+, I think. My guess is you would need three presses working hard to use enough plates to justify the cost, plus the extra time and materials to process the film out of the Imagesetter and burn plates.

I ll be most interested in what others have to say.

Thanks, guys. What about your 2 cents worth on the topic of Eugene in Panama. Keep those cards and letters coming in. Meanwhile, the lights soften and the music swells. . . . .

Double Dumbfounded

Okay, when we last left our hero, he was bent over the waste container and had, what appeared to be, a blank stare on his face. Only later did we find it was a true catatonic state caused by the mental shock of seeing the big job going down the tubes.

It is morning again. The shop didn t go out of business. The job actually was delivered to the customer. All, not with anguish, but with the owner resisting the sharp, piercing desire to kill someone. Real experiences from the real world. Read on for if you think Dumbfounded was Dumbfounded, Henry claims he was Double Dumfounded by a worker s error. Subj: Double Dumbfounded !!!!!!!!!!!!!!!
From: DNA 621
To: TomCrouser


Hi Tom: Thanks for the news letters. Great reading & lots of info, not to mention the insight and solid advice in every reading.

Double Dumbfounded:

How about 50M sheets of 22 X 28 & 100M impressions later to discover that a wrong date plate was run, folded & perforated on a Rollem. O God, what a costly & time consuming mistake. The only good thing was that it was only one color on both sides. Needless to say how we had to bust on to meet the deadline. I was very hot under the collar & every place else. But I realized the mistake was partially mine because of lack on proper job overview. No one lost their job, but we had a few mild discussions about the matter. Well that was two years ago and every thing worked out OK. Since then a few things have changed.

In closing, again, thanks for the newsletters. The are read & reread. Sorry I can t attend any seminars right now, I ll bet the one on pricing will be great.

Sincerely, Henry Adams, D & A Printing Co., Inc., Harahan, LA 70123

Hey, Henry. Especially on behalf of the workers, thank you for the cool response to the error and thanks for the kind words about our seminar. Sorry we couldn t connect in our recent New Orleans session. Actually, I am pleased to report that according to a survey taken by the GREAT CROWD we had yesterday in San Francisco, the session was the BEST they ever attended!!! Well, actually we didn t take a survey and they didn t say that, but I figure if we had, they would have and. . . .well, we are going to be doing more of them. So, look for the Saturday morning mayhem coming soon to a city near you!!! Anyway, here s more mistakes. . . er, messages about mistakes. Subj: Re: Mistakes
From: PIPBAILEY
To: TomCrouser


Tom, the last time I took a mental count, the pressman we have had for 8 years has caught front counter and pre-press mistakes to more than outweigh his own mistakes. Your advice on resisting the temptation to have the pressman rerun it on his own time is correct. In Virginia it isn t legal.

I don t know if there is a parallel or not, but you kinda have to rationalize these costly mistakes much like when you get caught for speeding. Remember all those times you weren t caught. Do a little division and it all seems not so serious. Jim

So, exactly how many times have you been caught for speeding, Jim? Alright - that s something else. Back to our story. Subj: Re: Mistakes
From: pep@tiac.net (Peter Peck)
To: TomCrouser@aol.com


HI - Its not really fair to expect workers to proof there own work since they usually see what they want to see rather than what s actually there. I don t know if this mistake occurred at the beginning or the during the run. Our Press people must get a sign off by someone else in the shop at the beginning of a press run. Usually its a supervisor. Good Luck - Peter

Peter Peck - Andover, MA -- Nothing Ventured Nothing Gained
Home: http://www.tiac.net/biz/pep
Business: http://www.tiac.net/biz/pep/SPI.html
One printer sent in this message.

Tom, Great issue, we have had meetings over this in my shop, believe it or not it was the employees that wanted to put in a policy for mistakes. They came up with being docked 1 hour pay for each mistake. I tell you this, it has worked. Only 2 mistakes in 6 months from start to finish on the job. I hope this continues!!!!

Only problem with this, is it is not legal in any state that I am familiar with. LaserTed fills us in. Subj: Re: Mistakes
From: LaserTed
To: TomCrouser


Tom, with regard to letting the printer redo the job on his own time. I don t think you can even let him do it. I never let employees donate their time - for whatever reason. They could always come back later with a wage and hour complaint and claimed they weren t paid for hours worked. I try not to even discuss business with them on their lunch. The one exception I ve made here is salaried employees - when I m buying the lunch :)

Yep, that s the way I see it. Ted, referring to the lunch thing, means that hourly workers must also have an uninterrupted lunch period. If you make them answer the telephone during lunch, they are still working and, guess what? You must pay them. Anyway, let s move on and make some money. Here s someone who wants to buy something.

Anyone out there around Macon, Cyberspace who would like to assist Adam Jones of Macon, Georgia in getting some equipment tags? (YES, this is a customer who wants to buy something. Where else do you get this kind of service?) >hr> Subj: Re: computer name plates From: ajones@mylink.net (Adam Jones) To: TomCrouser@aol.com

Mr. Crouser (Editor s Note: Note the respect accorded me by customers. No where do we see this among our many printer readers. Just thought I would draw your attention to this.)

My name is Adam Jones. I am the owner of a small computer corporation in Macon, Georgia. We have recently decided to move our system sales to our own label. However I am having trouble finding information on who is capable of printing the 3/4 x 3/4 plate with our logo. Any information you can offer would be greatly appreciated.

Thank you, Adam Jones, CyberRam Technologies, Ltd.
http://www.mylink.net/~ajones/cyber.html


Okay. Someone contact him direct and take care of his needs. Please let me know you have made contact if you would so I won t feel there are label-less computers running around out there. Well, what were you doing all weekend? LaserTed, unlike those of us who were basking in the sunshine or fishing by the lake, was working on improving his knowledge while attending a trade show. And, hey, Ted found out some information for our folks from last week who were having trouble APPLYING LABELS. Here s what he found.

Subj: mailer info
From: LaserTed
To: TomCrouser


Tom, I just got back from Tech-Graphics, the Northwest s regional quick print trade show and saw an interesting piece of label handling equipment.

This piece of equipment feeds laserprinted sheet labels out just far enough to open the lead edge of the label so you can grab it. When you ve taken that row of three labels off it advances to the next row. When you get to the bottom of the sheet it automatically feeds in the next sheet (it can hold about 50 or so sheets.)

It greatly increases the speed with which these labels can be hand applied as it eliminates handling the label sheet - you just handle the labels.

It is called the NOVEXX Label Dispenser and sells for around $800.00 new. In Seattle it is available from Alan Radon at:

Addressing Machine EXPRESS, 8315 Lake City Way NE, #127, Seattle, WA 98115, (206) 525-4331 or (800) 466-4233. Just thought you d like to know....

Great work, Ted. You are now officially our SLEUTH OF THE MONTH. In fact, you are our FIRST official Sleuth Of The Month for finding this information. Alright, let s get down to some serious work. Here s a printer who wants some guidance on valuing an S Corporation. Subj: Re: Letters: Working Capital; Partners; and More
To: TomCrouser


Dear Tom: I don t mean to digress to a subject that might have been covered in previous letters, but I don t remember seeing specifically how to value a business for the purpose of a but-sell agreement for a Sub-S corporation.

My partner and I do not seem to agree on determining a valuation. He feels that the value of the business is greater to a surviving member in the event of death or disability, as opposed to a buyout/split. I believe that the price should account for market values in either case. (I think he is concerned with having the funds to make a payout in the event of a split. We have buyout insurance in event of death or disablement).

Different accountants present different methods for determining the value of a business. Could you offer your opinion relating to printing businesses?
Thanks.

Okay, here s the advice. I dunnno. Well, what I mean is that there is NO WAY to place an absolute value on a business (or a piece of property for that matter) without actually having an arms length transaction between a willing buyer and a willing seller. Okay, you might say, but people put values on real estate everyday. Yes, they do and they are using several methods generally accepted. Unfortunately, there are less tried and true ways to value businesses. HOWEVER, there are several acceptable ways of ESTIMATING (do you feel like a printing customer yet?). Generally, I like to capitalize earnings over the last five years and consider a risk factor. I would then compare this with a replacement method which would consider how much it would take to replace the business. And, then I would listen to the evaluation methods of others. However, I still wouldn t have anything to hang my hat on until the business was actually sold. So, my opinion isn t that you both need to have the most perfect method to value the business. . . .you just have to have one you will both agree upon.

Here s one device which has been used in partnership disputes: Partner A, who doesn t like what is going on, notifies Partner B of that fact. Partner B then places a value on the business. Partner A then has the option of buying the business at that price from Partner B, or SELLING the business to Partner B for that price. They then work out payments.

Don t know if this really applies to your situation, but it appears to me that perhaps a more practical device might be of assistance to you so you may reach agreement rather than find the perfect evaluation method which is, by definition, imperfect. Hope this helps. Otherwise, I dunnno.

A few of us were chatting off line last week about want ads. A Ft. Lauderdale printer had composed a make the run down house a cute cottage perfect for the fixer upper ad for a counter person and had run into one big factor: cost of the ad. The cost was about $800. The printer s question concerned the worth of the ad and I said, Yea, but not if, but if, then yea. Anyway, Ray Andrews added a message to the fray which I felt was well thought out and insightful. (I taught him all he knows). Anyway, here it is.

Subj: Re: Wanted Ad Wanted
From: RayANDREWS
To: TomCrouser


I went through a rapid-fire turnover a couple of years ago. Want ads are the answer, best position, best day. Cut corners don t pay off here. IMPORTANT NOTE: at that rate, sounds like you are covering a large metro area. If so, you ll be amazed at how far people will promise to travel every day for your job. Don t believe them. Make geographic desirability critical in your selection. If they ll travel more than 20 minutes there s either a hidden damage in the merchandise, or they ll quit in two weeks. Along this note: prepare yourself to do a lot of essential screening (a list of questions like where are you know, what are you making now, etc.) on the phone. The longer you talk on the phone, the better read you get and you can blow off the unlikely ones without wasting time on endless polite interviews. Also, by taking the offense by asking their qualifications, you don t have to defend the job you re offering. Oddly enough, the right kind of people tend to respond to tough questioning by assuming you must have a great job to offer ( good Lord, they expect me to be QUALIFIED! ). TAKE DETAILED NOTES ...THEY BLUR TOGETHER AFTER THE FIFTH OR SIXTH ONE. I find it helpful to rank them after each interview, changing the order of desirability as you go ... if for no other reason than your first choice may not want to join you. Good Luck at the Meat Market.

Well, the blonde lady who carries the bags is sitting here patiently tapping her foot. We ve got to make the airport within an hour. As we leave this week s work in California, I can only note, No wonder we don t get people to answer the telephones out here when it is 8 am in the east. So, California. . . .you are back worrying only about earthquakes. . . .I have left the auditorium. . . .Wake Up South Dakota! We re headed your way!

Happy Trails, Tom and Blondie.

Especially For Shops With Less Than 14 People Coming to:
Atlanta, May 18th
Chicago, June 1st
Detroit, May 11th
Miami, June 22nd
Colorado Springs, August 24th


Spend Saturday morning (8:30 -12 noon) with Tom Crouser and learn:

The 5 Strategies Of Printing Price Competition! These are the only ones available to you! Learn what they are and begin using them to increase your profit!

The Real Secret To Making Money In Print Shops- how to make lots of money with either a high or low price.

How the Printing Price Calculation Keeps You Poor - Using production standards for estimating, as most computer estimating programs do, keeps you from earning a decent living.

Calculating Your Costs the Easy Way - Learn two rules of thumb which allow you to quickly estimate a cost rate for anything you do!

Why Pricing Is Screwed Up In Printing - Why the price paid depends more on your negotiating skills than on your job cost. See how you do.

Cost, Pricing and Estimating - See how the differences in each may be costing you lots of money.

Plus! How the Crouser Method gets better prices! Throughout the session, Tom will use tools he has especially developed for the printing industry. See the new Crouser s Quick Estimator in action!

Using Customer Service To Get A Higher Price - An example of non-price competition you can hear.

Learn Where Printing Prices Come From - Tom relates a brief history of pricing in the printing industry. You will find it fascinating.

Also Hear Tom s Own Analysis of the results of the 1996 NAQP Price Survey sponsored by Crouser & Associates.

TO REGISTER: Email TomCrouser@aol.com with your name, address and telephone. You will be contacted regarding the meeting site. Or fax your reservation request to (304) 342-5187. Or call (304) 342-5100. The session is FREE but a ONE WEEK ADVANCE registration is required. Act now. BACK ISSUES May Be Found at the National Association of Quick Printer s America On Line Site (keyword: NAQP, publications, Crouser Report) or on the internet at the PrintUSA web site (http://printusa.com/articles/crouser.htm) or on PrinterNet. Hey, do we get around or what?

Crouser & Associates - Helping Printers Prosper Since 1985

Crouser & Associates Performance Group program includes two on-site evaluations by Tom Crouser each year along with two group meetings. Management training is held during the group meetings along with participation in a meeting with non-competing printers. Join others who have decided to run their business instead of the business running them. Reply to by Email to Tom Crouser for more detailed information or call Clark Workman at (304) 342-5100. Or fax (304) 342-5187 or contact crouser@ibm.net.

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Sunday, May 05, 1996 7:37:47 PM

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