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E&M BINDERY -- Aggressive About Service

August 2002

There is as much variation in company owners as there is in the companies themselves. This is what makes competition great; there are hundreds of ways to run a successful company. For some owners, the plan might go something like this: Target a specific market niche; pursue clients in that niche; and sit comfortably on a steady—and hopefully predictable—revenue stream.

Gary Markovits, president of E&M Bindery in Clifton, NJ, sees things a little differently. "My wife always says to me, 'Your company is doing well. Why not sit back and relax?' " laughs Markovits. "But that isn't the way I am. I owe it to my customers, both now and in the future, to give them as much as possible for their money. Without any forward growth, I'd fall behind."

In the past four years, Markovits has seen E&M Bindery double its revenues to more than $6.3 million last year. During that time, the company moved from one side of the Hudson River to the other, brought in several new pieces of equipment, and added employees and services under its expanded roof.

As Markovits sees it, such aggressive growth is the result of his tireless pursuit to answer a single question: How can we give our customers what they want under one roof, and provide maximum value for their money?

E&M Bindery's path of steady growth began in 1998, when Markovits moved his trade bindery from a quirky loft in Long Island City, NY, to a much more spacious facility in Clifton, NJ. The move was designed to bring the company closer to a New Jersey-heavy customer base clamoring for quality postpress services on their side of the George Washington Bridge. But it didn't take them too far from their strong contingent of Manhattan customers, either.

"The move to New Jersey was definitely customer-driven," recalls Markovits. "We were in that Long Island facility for more than 10 years, and it wasn't ideal for a growing business. The move made sense for us, and it made sense for our customers. Clifton is just 20 minutes outside of New York City, and we think it's an ideal location from which to serve all of our customers."

Apparently, those customers have agreed. E&M Bindery has increased sales by nearly $1 million each year since the move. With increased revenues of that magnitude have come expanded services. E&M has added several new pieces of equipment that either upgraded existing capabilities or added new ones. The most recent addition is a Muller Martini Norm adhesive binder, which runs at speeds as high as 12,000 books per hour and is capable of handling two-up, double digest work.

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