The JohnsonGroup is a privately held group of award-winning commercial printing companies with a collective focus on meeting their client’s needs. Since their inception in 1957, the company has had a relentless focus on customer service. The Johnson Group has grown from a local printer with a solid reputation for the highest quality printing to a nationally recognized, global printer with over $50 million in sales, six operational locations and one sales office.

The Johnson Group has been recognized with a Gold award for overall management excellence by the National Association for Printing Leadership (NAPL), are listed among the Top 50 Fastest Growing Printers by American Printer Magazine and annually bring home several quality awards from the Printing Industry of America's Premier Print Awards, the world's largest and most prestigious graphic arts competition.

Gene Toepfer is the company's Chief Operating Officer.

Gene, tell us about the Johnson Group and your sales expectations for this year.

We have committed to growth - both through current business and through the right acquisitions to assure our survival through the next 2 generations of Family ownership. We plan on expanding key account partnerships and optimize our multiple plants leverage of total business opportunities

We are expecting to exceed $55,000,000 in 2001 by staying close to key customers and winning more market share. We are a lean enterprise and a fast competitor.

Tell us about your investments in digital technology.

Like most up to date printers, we are investing heavily into electronic infrastructure. Like: 2 Terabytes desktop servers, Digital Asset Management systems, internet based online fulfillment ordering system - "MyPrintStore" as well as Direct to Plate. We are currently upgrading bindery equipment to gain some added through put there.

We are considering variable data print options, evaluating the real needs of clients. Is ink jet or offset the answer? Digital print is the next logical step for us to keep adding value to our delivery chain.

You use Noosh, but have a Logic MIS. Tell us about your e-strategy going forward.

We are Noosh users because we have a major account who felt this was a good solution for them. Frankly since we are Logic users for our MIS system, we will probably end up with PrintCafe although the fees seems out of line. We do struggle with the systems claim to reduce costs, the benefits of collaboration and the "ease" of use. Our experience would indicate the it take longer for clients to use the forms and so on, since the system does not "pour into" the MIS system, we do not see reduced internal costs. But most important, our account managers work 80% of the time as consultants with the clients projects. This value seems to be reduced with the eprint products. We don't see many clients too excited about the idea right now.

What are your clients telling you about their future spending on print and what do you do to market your business?

We think budgets are going to be tight, as our clients margins are squeezed and emerging channels of communications bite into our traditional dollars for print. Like most commercial firms we rely heavily on one to one selling. This is augmented by a disciplined direct mail and targeted marketing program. We are targeting national type accounts for growth and do this through team selling.

Your digital infrastructure is impressive. What’s happening in the proofing area?

Our plants are averaging over 92% digital proofing. Our plants all use the same Scitex/Creo systems going to the latest Iris Realist proofs, then to digital dylux for forms proofs. We try to educate clients who wish to keep analog proofs on the advantage of using the digital solutions. This does save time and dollars!

What surprises you most about print buyers deciding on which vendor to use?

I am always (amazed) that the "total" cost of a project and business relationship is overlooked. Often the lowest bid on the job makes the deal! But, the value a print supplier can bring to the long term is very valuable. We see pricing spreads that are often based on varying specifications on paper and even finishing!

Give us your take on industry resources like trade shows and associations.

The trade shows are better than ever. Seeing equipment is fine, but getting quality time to discuss the details is hard. But seeing the trends and the new technologies is key. We find the educational aspects now offered in conjunction with the show is very valuable. Getting a chance to participate in seminars and workshops is wonderful.

The associations are only as good as the members. If you are passive, you get marginal benefits. If you are active, you gain more than your share! I do believe that most associations do need to reach out to members more.

Best of luck Gene and thanks for sharing with us.