KENNESAW, Ga., May 7, 2003 – As printers continue to feel the growing demand for shorter turnarounds, Heidelberg USA said it has become more important than ever that printing manufacturers offer more flexible solutions that employ technologies, innovation and automation to meet customers’ needs. Heidelberg’s Donn Goldstick, Senior Regional Vice President of Pacific South, delivered this message during a panel discussion at the recent Gutenberg Festival 2003, the largest industry tradeshow and expo on the west coast that took place last week in Long Beach, Calif. During the discussion, entitled "The Supplier's Perspective on the Print Communications Industry - Solutions for Printers In Today's Business Climate," Goldstick offered the following tips to help printers succeed profitably: - Listen to your customers. Focus on what you do best and deliver that to meet customer needs. - Offer services that solidify customer relationships. Look beyond ink or toner on paper. Look to mailing services, database management and creative services become more relevant to customers. - Incorporate CIM into your print shop. Computer-integrated manufacturing improves job quality, workflow, job delivery, efficiency, profit margins, training, employee retention and driving costs down. - Seek new technology. New offset capabilities, digital offerings, prepress and finishing solutions will help give your customers a competitive advantage. “Heidelberg’s number one corporate goal is meeting the needs of our customers,” Goldstick said. “Remember that they do have a choice and we should go beyond normal expectations to treat them with respect, while providing service and quality in the true Heidelberg way.”