Trade Binderies — Transformation Time

Thinking back to when he started out in the industry in the 1980s, Frank Shear, president of Woburn, MA-based Seaboard Bindery, remembers a time when trade binderies were all things to all printers. Only a handful of the largest printers had substantial bindery capabilities back then. Most finishing work was left to the trade shops.

“There was a lot of overflow work in those days, and we were able to provide a complete bindery service to most of the printers we dealt with,” Shear recalls. “Markups were healthy in those days.”

My, how things have changed. Many commercial printers have opted to bolster their in-house bindery departments with all types of finishing gear, providing the over-used phrase “one-stop shopping” for their customers. Trade binderies, in turn, took a hit—and had to find new ways to remain profitable.

“Today, with the growth of printing, the overcapacity in printing equipment, and the development of in-house binderies to respond to the quicker turnaround demands, we have become specialists in many ways,” Shear admits. “We have had to develop niches for certain printers—becoming high-quality perfect binding specialists to some printers, fast, quick-turnaround saddlestitch binders to others.”

Take, for instance, Nationwide Laminating, a print finisher located in Lorton, VA, whose name does not tell the entire story. The company recently expanded its capabilities for the fourth time this year with the installation of a high-speed, two-sided laminator. Previous expansions included the purchase of a Kugler punch, the introduction of Wire-O binding services and establishing operations as a distributor of plastic coil for bookbinding in the metro Washington area.

According to Brian Hills, president of Nationwide Laminating, the additions reflect the company’s commitment to delivering quality results for its clients.

“Our customers appreciate our ability to turn most jobs around within 24 hours,” says Hills. “With another high-speed machine, we’ll be able to continue honoring that commitment.”

A long-time vendor of plastic coil binding solutions, Nationwide Laminating began distributing plastic coil to area vendors in January. The company stocks coil in standard colors and in a wide range of common sizes. Same day shipping is available on most orders, and additional colors and sizes can be obtained within a few days, according to Hills.

“Our customers already know us for quality plastic coil binding with speedy turnaround,” he boasts. “As a distributor, we’re able to offer competitive pricing to other vendors, as well as the ability to help other vendors produce large-run jobs. It’s a win-win for both Nationwide and our customer base.”

According to Bill Seidl, owner of Seidl’s Bindery in Houston, the basic role of the trade binder remains what it has always been—providing a service for printers. It is important, however, for trade binderies to be opportunistic.

“As the printer grows, they will produce more work, (and) the binder has to be able to move fast to fill the need for the service,” Seidl says. “Binderies remain strong by filling the needs of their customers.”

Growth Is Perfect

For Seaboard Bindery and many other major market finishers, polyurethane reactive (PUR) perfect binding is a major growth area. Seaboard has upgraded its PUR binding capabilities with the installation of a Nordson binding system. The company also branched out into diecutting, index tabbing, laminating and collating.

Using the computerized glue controller on the Nordson system, Seaboard Bindery can determine the precise amount and location of PUR glue to be applied. During binding, the Nordson system uses an electric eye that senses the book and triggers the glue application device. Glue is then applied to the product. Typical perfect binding techniques apply PUR with rollers, which reportedly provides postpress operators little control over the amount of glue applied to individual pieces.

“We can’t see ourselves as just binders—we have to do as much as we can to satisfy as many of the printer’s postpress needs as possible,” Shear says. “We must think of ourselves in a broader way. We must establish alliances and partnerships with other non-competing suppliers to offer services that we don’t, and perhaps provide more of a complete service to the printer than what we can do totally in-house.”

For example, if Seaboard has a specialty laminating job that goes beyond the basic laminating that it can do in-house, the company will contract with a specialty laminator so that it can provide the binding and laminating for a particular project, Shear explains.

Meanwhile, in Glendale, WI, Reindl Bindery has taken an important—and unique—step in implementing a plan to expand the company’s capabilities and realize further growth, with the sale of its manufacturing and office building.

The property, having 200,000 square feet of floor space, was sold earlier this year, and Reindl began leasing back 75,000 square feet of space in the building.

“The sale of our building is part of a long-range plan that will allow for the future growth of our company,” states Dale Reindl, president. “We’re able to consolidate our operations utilizing less space to optimize our operating efficiencies, while continuing to provide customers with the highest levels of quality and service. The sale and lease back of space in our facility makes good business sense for both Reindl and our customers.”

New Markets Opening

By streamlining its processes and developing new methods, Reindl has also become a more cost-effective producer of products for the packaging and cover manufacturing industry, the company reports. It is moving into new markets, including specialized packaging for CDs and DVDs, and intends to expand its case binding capabilities in the near future.

“Our industry has been changing and we have to change to meet the needs of both our traditional and newer customers,” notes Reindl.

Long-term growth and expansion of the company include moving to a new location when a suitable building is available. Reindl Bindery specializes in case binding, cover manufacturing, perfect binding, lay-flat binding and mechanical binding.

There are a variety of techniques trade binderies are implementing to morph themselves to be successful for the foreseeable future. Seaboard’s Shear contends that the bindery market continues to evolve, and the more the trade binder/finisher communicates with its customers, the more successful it will be. Capital expenditures are not always the answer.

“I don’t think the trade binder can simply load up with everything under the sun—it must choose what kind of role it will play with the various printers in its market and gear itself that way,” he advises. “We can’t serve all kinds of printers with every service we offer, or we invite new competition to grow up and replace part of our business.”

In the end, it is change that is the common denominator with most trade finishers. At Seattle Bindery, President Milt Vine reports adding many new services, including film laminating, eyeletting, book loop stitching, and 2.5:1 hole patterns for thick spiral-bound books. Vine feels continued change is the constant needed for finishing success.

“Times have been very tough,” Vine concludes. “Almost every market I know about has seen closures of trade binderies. Our peer group has adopted a motto of ‘Change or Die.’ “ PI