2004 Fast-Track Firms — Success Despite Adversity

Pictorial expanded its on-site mailing and fulfillment business, Pictorial Mailworks, and plans to install an eight-color MAN Roland sheetfed press with UV coating capabilities.

Trend Offset Printing

Los Alamitos, CA

2004 Ranking: 26

Most Recent Fiscal Year Sales: $230M

Previous Fiscal Year Sales: $187.6M

The masters of coldset and heatset web printing have been on a tear since the addition of strategic facilities in Carrollton, TX, (in 1998) and Jacksonville, FL, (2001). Sales for the fiscal year ending December 31, 2003 were $230 million, up from the $187.6 million performance posted the previous year.

Trend Offset competes in five web offset markets: publications, catalogs, retail, directory and government printing. A lion’s share of the work is publication-based, with Trend manufacturing hundreds of weekly, monthly and quarterly niche magazines.

What helped foster success for Trend Offset was a focused sales drive with collaborative selling, creating value for customers and the printer alike, according to CEO Jeff Sweetman, which he terms a “quid pro quo” sales approach.

“During this growth period, we performed well with both a good sales offense closing new deals and good defense, as well, protecting our client base from attack,” Sweetman says.

A key element in fueling Trend Offset’s growth was an expansion initiative at its Los Alamitos headquarters. Two presses came online: an eight-unit Heidelberg M-655 double-web press with Autoplate plate changing, and a 16-unit Heidelberg 10-web coldset press. Currently, the company is installing an eight-unit Goss Sunday 2000 press with Autoplate.

Outlook Group

Neenah, WI

2004 Ranking: 76

Most Recent Fiscal Year Sales: $72.8M

Previous Fiscal Year Sales: $61M

This publicly traded company has undergone a service identity change. Outlook Group hit its apex in the baseball card printing niche, providing reams of product for the industry’s leading card companies. It also produced cards for popular board games such as Trivial Pursuit.

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