1. Estimating and Its Foundations Stephen R. Whittaker Adjunct Professor, RIT CIAS/SPM Vice President, Quality Assurance Monroe Litho Rochester, NY American Society for Quality Certified Manager of Quality/Organizational Excellence Certified Quality Auditor Senior Member

2. Introduction n What is “Printing/Imaging Estimating” ? n Let’s share some thoughts about this discipline...

3. The Role and Scope of Estimating n Generic to any process u Digital Imaging u Offset Lithography u Gravure u Flexography u Screen Applications u Letterpress u Technical Hybrids

4. All Inclusive Hourly Cost Rates n Standard NAPL 20 section template n Direct, Indirect, fixed and variable costs n Operating efficiencies n Costing model based upon utilization

5. Production Standards n Constant updating n Number of units produced under a specific set of defined conditions

6. Purchasing Policies and Practices n Paper and raw materials n Outside services n Quality initiatives n Cycle Time and Accuracy of information n “Hidden Costs”

7. “Goof Proofing” In Planning n Need to ensure that a job is planned the most economic way n Utilize consistent data base “lookup” tools n Need to teach and coach throughout manufacturing to ensure conformance

8. The “Nuts and Bolts” of a Good Estimate: n Impositions n Paper n Pre-Media n Ink/coating n Presswork n Print Finishing n Pack, Ship, Deliver

9. Teaching the “Blocks of Logic” n Module approach n Work through the “stumbling blocks” u American paper system u Pre-media workflow

10. Computer Assisted Estimating Practices n “Hidden” software gems that cause chaos… u Standards u Rates u Calculations u No opportunities to “field test” software before purchasing! F Buyer…beware!

11. Market Pricing Policies and Practices n Constant vigilance for “testing the water” in response to economic conditions u Remove all of the excuses for Sales Associates… u Data collection/win-loss information u Estimating Management tools [number of quotes by client]

12. Preparing and Submitting an Estimate n Terms and Conditions…changing. n Uniform Commercial Code simple guidelines n Have the correct specifications been included on the quote? n If accepted, is there a purchase order sent back to your plant? u Have you ever tried to collect/get paid for a job that has no PO

13. To Summarize… n We need to have our arms wrapped tightly around this discipline n It’w the difference between profit/loss n Senior Management in the US Graphic Communications Industry needs to pay more attention to this discipline n Never stop training and educating… n It often keeps the doors open! n Thanks very Kindly!