Lufkin Strategic Procurement

Those Who Can...
March 16, 2001

Some of them came for the vendors. Others of them came to learn from the best in the business. At this week's MagazineTech 2001, publishing and production members from the magazine, catalog and Internet markets came to New York to learn how to make business better. Whether they attended new software demonstrations or took notes about file formats of the future, participants at this year's expo were educated by leading professionals who know the ingredients for success. In one such session, "Sealing the Deal," William Lufkin, founder of consulting firm Lufkin Strategic Procurement, preached about paper and print procurement. He explained that in order

The Art of Negotiation
February 1, 2001

The consolidation of some magazine printers, coupled with the growing complexity of production processes makes it even more critical for the magazine production director to follow a structured outline when it comes time to review and negotiate the next print contract. Developing a comprehensive Request for Proposal (RFP) and analyzing the resulting print bids can be a complex task. However, the following reminders will be helpful in making the process easier and keeping costs under control. Define general parameters Your RFP should clearly define your intentions as to when the new contract package begins, length of term, volume entitlement, project timetable, criteria for printer selection and

Back to the Basics
January 1, 2001

Paper represents more than 30 percent of production costs for magazine publishers. Therefore, production directors should have a well-defined strategy for purchasing this essential component of print magazines. With the continuing firm paper market and the high level of supplier consolidation being announced, your paper purchasing should not be left to chance. Let's assume you have already selected the grades and basis weights of paper desired. The following will outline a broad framework of issues to be addressed during the formation of a custom paper strategy. This strategy can assure long-term quality supply and lead you to competitive prices, even throughout the ups and downs