David Pilcher Jr, is Vice President of Marketing and Sales at Freeport Press Inc. Freeport Press specializes in short run publication and direct mail printing. The company currently serves over 300 customers and have tripled in sales over the last 10 years. David is responsible for managing the sales team, maintaining his own block of sales and the creative aspects of all advertising/marketing material including Freeport’s website, print ads, and corporate newsletter.

WTT: David, Thank you for speaking with us today. What are the biggest challenges your company faces today?

DP: The biggest challenges we face today are the rising material, and delivery cost in combination to the lack of sales volume and overall underutilization of equipment in our industry. This is a dangerous combination because many printers are cutting pricing and at the same time they are experiencing higher manufacturing cost. Pricing pressures on our existing customer base make even our oldest and most loyal customers more responsive to receive competitive pricing from other suppliers.

A quote from Winston Churchill “The pessimist sees difficulty in every opportunity. The optimist sees the opportunity in every difficulty.”

We have great potential opportunities for new sales in this tough economy. Even though the market demands that our product continues to be driven to commodity pricing levels we continue to innovate and streamline our manufacturing process. We continue to do this through successful implementation of new technologies in order to remain competitive while providing superior customer service and product quality.

In a market such as this all print media buyers are looking for ways to save production cost of their printed materials. We have found all prospects receptive to giving us opportunities to bid their current projects and that they are, now more than ever, open to ideas for product or format changes in order to maximize production efficiencies and reduce costs.

WTT: Do you think the economy can rebound in 2009?

DP: 2009 will likely not be a strong rebound year for the economy overall. We feel that the economic situation will more likely stabilize by mid 2010. Printers need to continue to evaluate their markets, manufacturing process, and equipment. Printers must continue to adopt lean manufacturing strategies. Those who are successful in making the necessary changes will prevail.

WTT: Freeport Press specializes in short run publications. Have your customers requested FSC certified papers?

DP: Our company has always been environmentally aware. We are in process on our FSC certification. But currently do not have any customers that are or are planning on running on any FSC certified papers. Our industry, like all manufacturing industries will continue to become more environmentally aware.

WTT: Tell us about the new investments recently made at Freeport?

DP: Our company is now focused to maximizing equipment efficiencies and profitability in order to facilitate our projected growth. Our entire prepress and workflow systems are less than a year old. We have recently made the largest investment in company history as part of a multiyear expansion plan, including multiple building additions and 2 new web press lines, with fully automated delivery systems. We are currently in process of retiring our 4 legacy press lines and retooling our manufacturing facility with highly automated, state of the art equipment. We are amazed at the efficiency levels of this new equipment and how quickly we can get achieve color and quality.

WTT: Tell us about your customers. What are some of the challenges they have presented to you and how do you work to meet those challenges?

DP: Many of our customers are smaller privately held publishing companies. Manufacturing, material, distribution and delivery costs have been rising at a steady pace for the last two years. Our goal is to support our customers in how to best manage these costs, by assisting them with better planning, recommending format or product changes, and evaluation of possible postal savings via co-mailing opportunities. Each of our customers face different challenges. Our goal is to listen to them and then help in any way we can.

WTT: What are the benefits for Freeport as a member of Printing Industries of America, NAPL and PIANKO?

DP: We have found (these associations) to be extremely beneficial to us in keeping abreast of industry information and trends, and for networking with other printers. We rely on the technical expertise of these industry trade associations and have always been open to sharing ideas with other members.