New Execs--Changes in the Wind

Old values, new blood, high hopes. These are the foundational forces that withstand time, yet inspire change and growth, for printing's newest executives.

BY CHERYL A. ADAMS

For King of Prussia, PA-based XYAN, 1999 was a very big year. First, two new executives were named: CEO Alan Belyea and President David McGrew. But according to these top two execs, the even bigger news is XYAN's recent announcement that the company is refining its business strategy.

Focusing on its Internet capabilities, which include on-line ordering, file transmission and e-commerce fulfillment, the firm has changed its name to XYAN.com and has revised its logo to reflect the new strategy. Furthermore, Belyea and McGrew say XYAN has officially launched its new Website—www.xyan.com—which has been completely revamped to reflect the company's new position as an e-document solutions provider and an "information value chain" (IVC) specialist—one capable of "the creation of analog and digital assets, planning and construction of information systems, database management, archiving and securing of data, database mining and conversion, and the transformation of data into informational outputs."

Belyea and McGrew are proud of their firm's newly refined strategy and its millennium-bound iniatives. But where do they think XYAN.com fits into the bigger picture—the commercial printing industry in the 21st Century? Here are some thoughts from the company's No. 1 and No. 2 men, respectively.

POISED FOR CHANGE
Alan D. Belyea, CEO
XYAN.com, King of Prussia, PA

Alan Belyea has served in numerous financial, manufacturing, operations, sales and business management positions over the years, including his most recent stint with NovaCare Inc., where he served as vice president of planning and analysis for the company's Outpatient Division. As a veteran financial and operational wizard, but a newcomer to the commercial printing industry, he offers an interesting perspective.

"This industry is a sleeping giant, with a growth rate in the single digits. However, it is poised for radical change," he says, noting that 1999 was a year of modest growth for traditional printing, with limited technological advancements. "There was, however, explosive growth in on-demand digital solutions with a focus on business-to-business e-commerce."

But what about XYAN.com, specifically? Belyea says the company experienced "selected customer growth and significant retooling, and completed the transformation from a retail quick printer to a digital solutions provider." For 2000 and beyond, he anticipates "explosive growth" in Internet-based, business-to-business e-commerce documents.

"We are implementing comprehensive digital solutions, which provide significant value-added for our corporate customers. To be successful long-term, companies must be able to effectively manage the information value chain. They must become the company librarian, database manager, systems integrator, distribution medium and marketing consultant," he says.

Which is exactly what XYAN.com is trying to achieve. In fact, its quest in this direction has already begun.

"One of the beliefs in our company values is the 'pursuit of excellence.' To support this belief, we focus on associate training and development. This expands their capability to handle the increasing complex digital requirements of our customers; and it enables XYAN.com to add value all along the information value chain.

"XYAN.com is creating comprehensive IVC solutions for its business-to-business, e-commerce customers," Belyea says. "This begins with their analog and digital assets, which require data mining and cleansing, coupled with high-speed Internet access, multi-site distribution and the final production of multi-media materials. As we enter the next millennium, it is this comprehensive, solutions-based approach that differentiates XYAN.com from our competition."

FORMER DONNELLEY MAN
David L. McGrew, President
XYAN.com, King of Prussia, PA

As a 32-year printing industry veteran who has held numerous positions in management, sales and manufacturing with R.R. Donnelley & Sons, including building Donnelley's Asia-Pacific operations, McGrew has some definite views about the commercial printing industry—and how 1999, positively or negatively, impacted its players.

"According to recent statistics, forecasted growth in the commercial printing industry is flat. Digital print-on-demand is the fastest growing segment of the printing and publishing industry," contends McGrew. "In 1996, the on-demand market was approximately $7 billion, out of a total print market of $95 billion. By the year 2001, print-on-demand is projected to be $28 billion, or 23 percent, of the total $121 billion print market. The overall print market will continue to grow, but print-on-demand is our key focus."

McGrew says 1999 was a year of internal development for XYAN. Noting that the company was originally created through 20 acquisitions, he says the company has "effectively consolidated policies and procedures to create a common focus, culture and vision."

"In 1999, we solidified our manufacturing capabilities—standardizing variable print, both in black-and-white and color, throughout our manufacturing network," McGrew explains. "We rebuilt our sales organization, beginning with the sales management. We have made significant strides to build an organization that can drive revenues.

"Experienced sales managers have been added in key markets, focused on targeted, vertical accounts that require distributed print-on-demand solutions, and have high revenue and earnings potential. We migrated the sales force to take a highly consultative approach, gaining a thorough understanding of a company's business objectives before recommending a document solution," he says.

"For 2000, we project our business will grow 33 percent. Our focus is on variable database solutions, both black-and-white and color, which have increased 'added value' and complexity. In the next five years, we expect our business will be 300 percent [greater] than 2000. This will be done through growth within our current customer base, internal expansion and possibly acquisitions.

"In essence, this is the year we went from a small company focus to a networked, nationwide solutions provider. We have set the platform to launch dramatic growth in the next millennium," McGrew contends.

Commenting on the distributed print model, which he's been personally involved with since the beginning of the '90s, McGrew believes the development of digital printing technology has created vision and excitement. However, he believes it has been a commercial disappointment because, initially, corporate America did not have the digital files readily available to take advantage of the technology.

"Throughout the decade, digital technology has advanced at a rate similar to the personal computer," he says. "Databases have been created and expanded to provide the information necessary to drive custom solution applications that fulfill business plan objectives. Today, with the Internet providing the capability to easily transfer digital information, XYAN.com's timing is perfect.

"We are positioned to effectively manage the entire continuum of the information value chain from creation of the original digital data through its delivery to the end user," McGrew concludes. "These are exciting times for XYAN.com. We're at the trailing edge of technology development—but at the leading edge of technology applications."

A FAMILY AFFAIR
Andy Lyke, President
Ripon Community Printers, Ripon, WI

Sometimes there is a point in a person's life where his or her past, present and future interlace. For Andy Lyke, who is just completing his first year as president of Ripon Community Printers (RCP) and who is about to lead his family's firm into the next millennium, that time is now.

In 1972, Lyke began helping out at his family's weekly newspaper. His first duties included sweeping floors and inserting flyers into weekly shoppers. After graduating from Notre Dame University with a bachelor's degree in accounting, he spent two years in the Chicago office of Arthur Andersen as a staff auditor.

Lyke returned to Ripon as controller in 1985 to work with his parents at the expanding Ripon Community Printers. In addition to his controller duties, he laid the foundation for the company's move into the electronic age, putting PCs at every workstation and throughout the plant—establishing electronic connections between all parts of the operation. He was promoted to president this past year.

As the son of a printer who grew up with ink in his veins, and as the new president of a commercial print shop, what are Lyke's thoughts on 1999, the year 2000 and beyond?

"In general, the market for printers in 1999 has been fair, which is disturbing given the economy is supposedly doing so well," Lyke says. "As with other industries, the outlook for the printing industry continues to be more and more competitive. The weaker companies are being forced out, either by acquisition or bankruptcy. The firms that will thrive in the future need to keep on top of the market by using industry best practices. There is no sitting still in this economy. We are all driven to remove any process or function that does not add value to the customer."

Personally, Lyke says 1999 was a very interesting year for Ripon Community Printers.

"We have operated with the philosophy that our people are No. 1, with customers rating a very close second. We realize we cannot survive without both. We are family owned and wish to stay that way," Lyke contends. "We have done OK this year, although we are feeling the effects of price competition. Our goal for 1999 and 2000 is to position ourselves to take advantage of whatever opportunities may arise. We do many things well, but we still have a ways to go until we are where we need to be.

"We've focused on our electronic prepress, since it is the department critical for future growth," Lyke explains. "A strong prepress department will help us take advantage of conventional printing, digital presses, the Internet and who knows what else that will come up in the future."

Lyke says RCP is pursuing strategic initiatives that will make it better, faster, smarter. "Printing is a competitive business; we hope our efforts are going to make it even more competitive, as we attempt to turn up the heat going into the new millennium."

And considering its most recent professional achievement—winning four 1st place awards, a 2nd place and four honorable mentions at the 1999 Web Printing Association Open Web/Coldset Printing Awards Competition—Ripon Community Printers is already turning up the heat.

FINANCIALLY FIT
John "Jack" Jenc
President/CEO, McArdle Printing
Upper Marlboro, MD

John "Jack" Jenc, president and CEO of McArdle Printing, a wholly owned subsidiary of the Bureau of National Affairs (BNA), began his career at BNA in 1981 as corporate controller. In 1990, he was appointed BNA treasurer—a position he held until March 1998, when he was named COO. He was promoted to president and CEO of McArdle in January 1999.

During his 17 years at BNA, Jenc served on various corporate management committees and has been a member of the McArdle board of directors since 1985 and the BNA board of directors since 1995.

Prior to joining BNA, Jenc had a progressive career of diversified government and industry experience in the following positions: operational auditor with the U.S. General Accounting Office; accountant and auditor with the public accounting firm of Arthur Andersen & Co.; and internal audit manager and controller for Peoples Drug Stores.

Jenc is an accounting graduate of the University of Gannon, in Erie, PA. He is a CPA, and is a member of the American Institute of Certified Public Accountants and the District of Columbia Institute of CPAs.

What is Jenc's overall of perception of 1999? Was it a good or bad year for printers? How about for McArdle, specifically?

"This was a strong year for most printers I know," says Jenc.

"McArdle Printing experienced another banner year. Sales volume grew significantly, and operating margins continued to climb. The Internet, CD-ROM and other electronic dissemination have changed printing. But the growth of electronic communications and digital technology have created new challenges and opportunities for printers that far exceed our previous options and opportunities. I believe this growth will continue well into the next century."

As the newly appointed president and CEO of McArdle, Jenc describes the past year as being "a personal challenge," as he moved into a manufacturing environment. However, he says, the transition was much easier than he expected, "primarily due to the extraordinary staff, the modern facility, versatile equipment and a strong customer service philosophy that comprises McArdle Printing," he says. "Being able to deliver exceptional products and services has made my goal of increasing revenues and operating margin attainable."

Jenc further enthuses that McArdle Printing, a 50-year-old company, is committed to continuous improvement and exceptional customer service. "Our reward has been consistent growth and long-term customers," he says. "I am proud to be a part of this organization and to be able to influence the direction and priorities that will be McArdle's cornerstone for the next 50 years."

While predicting that McArdle's future will be a shining one, what does this commercial printing exec see happening to the industry as a whole?

Jenc believes the outlook for commercial printing is very bright, indeed. Re-emphasizing his feelings—that electronic communications and digital technologies are creating new challenges and opportunities for printers, which far exceed their previous options and opportunities—he projects that this electronic and digital growth will continue to propel the industry in 2000 and far beyond.

Stepping Up to the Plate . . . But Too Busy to Talk
Marion H. Antonini
Pesident/CEO, PAA, Westport, CT

Without a doubt, the appointment of Marion H. Antonini as president and CEO of Printing Arts America (PAA) was 1999's headliner of the year—on the "new executive" front, that is.

Antonini was selected by PAA's board of directors to succeed Terry Tevis after his resignation in October.

Naming one of its own, the board chose Antonini to head PAA, which is one of the commercial printing industry's most quickly expanding consolidators. Due to his extensive experience in operations, corporate acquisitions and strategic planning at such companies as Xerox, where he was group vice president of worldwide operations, and Welbilt, where he was chairman and CEO, Antonini was considered a natural choice to lead PAA.

However, due to his incredibly busy schedule—which includes overseeing all operations of this ambitious coast-to-coast printing network that is comprised of 11 affiliates and commands more than $200 million in annual revenues—Antonini was, unfortunately, too busy at presstime to be interviewed for inclusion in this article.

But, rest assured that when the dust starts to settle from this recent change-of-command, Printing Impressions will provide more information on PAA, as well as its newest chief executive.