PARAMUS, N.J., AUGUST 14, 2007 – In a new audio podcast from NAPL (www.napl.org), the trade association for excellence in graphic communications management, Rich Kirschenbaum, president of Kay Printing, Clifton, NJ-based graphic communications company and an NAPL member, discusses how a strategy of what he describes as “conservative growth” has helped his company expand from sales of under $1 million in its founding year of 1974 to $14 million in sales today.
In a conversation with John Hyde, NAPL vice president and senior consultant in the Association’s Professional Services Group  and a specialist in helping graphic communications implement strategic transactions, Kirschenbaum notes that a significant amount of Kay Printing’s sales growth has come from acquisitions, with the balance coming from what he terms “natural growth” and expansion of the sales force.
“The three acquisitions we’ve made, as well as our ‘natural’ sales growth, have been conservative in nature,” notes Kirschenbaum. “We don’t believe in risking the viability of our company for growth purposes.”
Kirschenbaum credits that approach in large part for helping Kay Printing remain “fiscally in very good shape. We have no long-term debt. Our receivables are several times our payables. We still discount our bills with vendors and we’re looking forward to continuing to grow in that manner in the future.”
During the podcast, Kirschenbaum shares his views on what makes a successful acquisition from both the buyer’s and the seller’s perspective, discussing what he feels are the most important things to look for in a suitable acquisition.
He also provides insights into his approach to effective succession planning, describing how he’s helped prepare his son, Jeff Kirschenbaum, to eventually assume leadership of the company.
The podcast is available for download at www.napl.org, at www.kayprinting.com and on iTunes.