Steve Kobey

Last month we looked at 10 years of Printing Industries of America (PIA) Annual Ratio Studies thanks to PIA's Ronnie Davis and Steve Kobey. Specifically, the history of Value-added resulting from Manufactured Sales minus Direct Order Additives (materials and buy-outs) was viewed. Values-added by the Profit Leaders (top 25 percent of reporting firms) were compared with those of the lower 75 percent and found to be within a half percentage point of each other over the years. Conclusion: It isn't pricing that distinguishes between the high and low groups. You could multiply the DOAs by 2.75 and have a reasonable Target Selling Price for either