American Bindery Depot — A No-nonsense Approach
Beating the Competition
"Our growth has pretty much gone as planned, but it is a little bit surprising," Cuccinello says. "We have quite a bit of competition, but we're aggressive about customer service and in keeping them happy."
Scarano notes that his customer base is complementary in that the workflow is always steady. American Bindery Depot certainly holds up its end of the bargain.
"We're very customer-friendly," he says. "When we say we're going to give you a job by a certain time, we do it. And we don't haggle on price."
American Bindery Depot attracts a bevy of pharmaceutical work, along with publication inserts. Its diecutting and hand assembly capabilities attract the former. High-volume stitching is another forte; a recent load of four million books came to the company on a Friday, and it left before the weekend was over—folded, stitched and shrink-wrapped.
Getting started on their own was a bit of a challenge, but both men had developed a name for themselves and their work. "We had some good, loyal clients who supported our growth, as far as getting us work along the way," Scarano remarks. "Tony had some financial contacts. We had good track records, which was helpful in getting work started."
Not only did relationships with customers act as a catalyst in American Bindery Depot's growth, its dealings with a particular manufacturer aided the company's viability during its formative period. Scarano and Cuccinello have formed a bond with MBO America and its president, Hans Max, that is built on mutual respect, admiration and a willingness to offer more solutions than questions.
"The most important thing we get from MBO America is excellent service—it is beyond belief," Cuccinello says, his voice filled with awe. "When we call, they have someone here in our shop in an hour or two. They have helped us grow our business.