First, Focus on Goals; Second, Earn Prosperity

Sixteen years ago, Jamie Bentley took over a small commercial printing company west of Philadelphia that was so close to bankruptcy it was losing customers and suppliers.

Today, as a result of his steady, two-part focus on diversification and technology, he operates Bentley Graphic Communications, Inc. as a model of mid-size prosperity, with a staff of 45 generating nearly $7 million in annual sales, working in a 17,500-square-foot facility in Pottstown, Pa.

In 2000, the company won "Best Workplace in America" recognition from the Master Printers of America for its human relations practices.

Bentley has been applying his idea of diversification both to customers (the clientele list ranges from international corporations to local ad agencies, and includes high-tech firms, financial institutions, and even a magazine) and to product offerings. In fact, this very combination resulted not long ago in a value-added extension of same-day fulfillment services.

But printing still generates most of the profits, which is the reason for Jamie Bentley's second focus—technology. The company operates two digitally controlled sheetfed perfectors, a 29" MAN Roland 306 six-color and a 40" MAN Roland 705 five-color. Both are networked to MAN Roland's print management system, called Pecom (Process Electronic Control, Organization and Management), which not only controls press operations but organizes the pressroom's workflow and connects all operations to management oversight.

For Peter Korpel, vice president of manufacturing, the most effective Pecom element is JobPilot, a computerized console that allows him to monitor and control all key functions on both Roland presses. Thus, Korpel can digitally dial in virtually all makeready parameters for a job on an off-line basis, which means that the presses can keep producing while the next jobs are being loaded for set-up.

"JobPilot is a tremendous time saver," says Korpel. "I can key in all the important specifications—paper size and thickness, ink sequence, and imposition—then place the project in a digital queue so that everything is ready to go when the press becomes available."

Adds Bentley, "Because we're running 18 hours a day, the savings add up. Typically we can knock out two or three extra jobs a day by using Pecom instead of manually tweaking the press."

JobPilot works as an executive portal into the Bentley pressroom. Because the MAN Roland presses are networked, Korpel can use the console for scheduling and quality control. "JobPilot gives me all the vital signs: if all plates were sent over, if a varnish plate was overlooked, and so on. This gives us time to get everything in order so we don't have to stop a press or have operators wait for a missing element."

Bentley's Pecom system also incorporates PrepressLink, which digitally connects the electronic prepress department to the pressroom by utilizing CIP3 prepress data to automatically adjust ink zone keys on the press before each job is begun.

"My press checks are disappearing," Korpel reports. "Customers don't bother to come out to the plant because they know we've got this down to a science. They trust us to deliver high-quality work, without looking over our shoulder." New customers who do see the Pecom system at work at Bentley are surprised by how quickly they can OK a press sheet but understand the logic of off-line makeready and using prepress data to set up the presses.

Meanwhile, Jamie Bentley has his eye on the next step in technology, the PSI/printCafe production management system, which already is automating a variety of front-office functions and will soon be connected to Pecom.

While Pecom provides an edge on short-run, fast-turnaround work, Bentley Graphics really capitalizes on the high rated speed of its two Roland sheetfeds—up to 15,000 sheets per hour.

"This high output can drive down prices in certain situations," explains Jamie Bentley. "On some longer runs, we can bid very aggressively and actually produce ourselves into profitability. That's some serious productivity."