" -->
ITEM 1. BUSINESS
GENERAL
Impreso, Inc. (the Company) is the holding company of TST/Impreso, Inc. (TST), a manufacturer
and distributor to dealers and other resellers of various paper and film products for commercial
and home use in domestic and international markets, Hotsheet.com, Inc., the owner of
Hotsheet.com ® , an online web reference directory, and Alexa Springs, Inc. (Alexa
Springs), the companys natural spring water bottling subsidiary.
The primary operating company, TST, a wholly owned subsidiary, was founded in 1976. TST operates
in the hardcopy supply market, which encompasses those products used with a hardcopy output or
imaging device. Approximately 98% of TSTs total output is initially sold domestically.
Independent resellers purchase and may further distribute the products internationally. Through its
four manufacturing facilities and 49 public distribution warehouse locations throughout the United
States and in Quebec, Canada, TST manufactures and distributes its products under its own
IMPRESO ® label, generic labels and private labels.
The hardcopy imaging business is a very competitive industry. Advances in hardware and imaging
material technology have accelerated business and public consumption of new types of products and
are changing the industrys customers, products and channels of distribution. TST has
strategically located its distribution points so that it can deliver its hardcopy imaging products
to customers in most major cities in the United States within 24 hours. TST has approximately
3,200 customers, ranging in size from s forms dealers to large office product
wholesalers with multiple offices and branches. An increasing segment of our customer base has
been large and medium size mass merchants, including computer and office superstores. Our primary
method of generating sales contacts is through our own sales force, manufacturers sales
representatives, extensive marketing programs, referrals and reputation.
Another
subsidiary, HotSheet.com, Inc. manages the HotSheet web directory at
www.hotsheet.com .
HotSheet is a popular single page directory of top web sites in categories such as news, finance,
travel and shopping, organized for easy access. HotSheet also features an efficient co-branded
search engine, free e-mail service, and allows users to create their own page of links utilizing
the companys unique My HotSheet service. Services provided by Hotsheet.com include Hotsheet Super
Search, a meta-search that combines results from multiple web search engines and ranks them by
relevance, and My Hotsheet, a unique method of bookmark management that lets users create their own
personalized page of categorized favorite links. For the years ended August 31, 2005, 2004 and
2003, net sales of Hotsheet.com, Inc. amounted to $172,276, $138,239 and $158,755, respectively.
Our other wholly owned subsidiary, Alexa Springs, Inc. produces bottled natural spring water from
the Ouachita Mountains near Mt Ida, Arkansas. Production of Alexa Springs Natural Spring Water
began in Fiscal 2005. TST sells and distributes the Alexa Springs water products. Initially, we are
selling the water in one-half liter (16.9 oz.) bottles packaged in a shrink-wrapped 24 count case
under our brand, Alexa Springs and as private label. The distribution model of the water division
is similar to our paper products; the weight and width of the pallets of each are approximately
equal and a majority of the target customers, such as wholesale clubs and office superstores, are
similar. Target markets also include private label customers for whom we apply a custom designed
label to the bottled water for resell or promotional giveaway. We are currently selling
approximately 150 private label customers. For Fiscal 2005, net sales of bottled water amounted to
$202,184.
TSTS PRODUCTS
The hardcopy imaging product line during Fiscal 2005 consisted of the following:
Continuous Computer Stock Business Forms. We maintain a wide variety of standard continuous
computer stock business forms in various types of papers, formats for readability and contrast, and
basis weights. Upon request, we occasionally produce customized forms for larger customers.
Thermal Facsimile Paper. Our thermal facsimile papers are suitable for use with all original
equipment manufacturers (OEMs) machines currently on the market and are warranted against damage
that the paper may cause to a customers thermal facsimile machine.
Cut Sheet Paper for use in Laser Printers, Copying Machines and Plain Paper Facsimile Machines.
Desktop Ink Jet Papers & Specialty Papers. Items are sold through retail and distributors. These
products include Digital Photo Ink Jet Paper, Gloss Coated Ink Jet Paper, Ink Jet Coated Canvas,
T-Shirt Transfers, Ink Jet Greeting Cards, Ink Jet Bumper Stickers, Photo Quality Business Card
Size Magnets, CD/DVD Sleeves, CD/DVD Labels, Ink Jet Address Labels, Two Sided Glossy Coated Ink
Jet Paper and Professional Grade Ultimate Glossy Photo Paper. Desktop Ink Jet Papers are primarily
used by the home-users, printing images from digital cameras and the internet.
Transparency Film. For Ink Jet printers, Copier and Laser printers, and Color Laser printers.
Add/Cash/POS/ATM Rolls. Available in bond, thermal and carbonless, including a complete line of
ATM Rolls. Custom printed POS/Add Rolls are available, with the company name, logo, return policy,
etc.
High Speed Laser Roll Paper. High speed laser roll paper is specifically engineered for high
speed roll fed printing systems, such as IBM ® , Xerox® or OCE® systems. These rolls are
used by companies, such as investment banking institutions and publishing companies, for variable
data output applications, such as customized statements and book publishing. The advantages of
using high speed roll fed printing systems for mass production over traditional methods of offset
printing are lower costs and faster speeds of production without sacrificing image quality.
Engineering Rolls & Sheets. Available in 20# Bond, Vellum, Translucent Bond and Mylar, in a
variety of widths and lengths. These products are used with wide format printing and copying
equipment, such as those used by architectural and engineering firms for design plans and
renderings. Also available in Bulk Bins for large users to buy in bulk and conveniently store.
Wide Format Ink Jet Media. Available in a wide variety of coated papers and films; CAD Bond,
Coated Bonds, Photobase, Proofing Media, Canvas, Piezo Photobase, Films and Outdoor Banner
Material.
Processed Laser Cut Sheets. Laser cut sheets are micro-perforated and/or pre-punched cut sheets
used in copiers, laser printers and ink jet printers for applications such as return/reply
promotional materials, billing and remittance statements, or coupons. Users can keep printing
projects in-house by eliminating the use of outside sources for custom forms.
The natural spring water product line during Fiscal 2005 consisted of the following:
One-half liter (16.9 oz.) bottles packaged in a shrink-wrapped 24 count case under our brand, Alexa
Springs and as private label.
TSTS TRADEMARK LICENSE
In April 1997, TST entered into a non-exclusive Trademark Licensing Agreement with IBM. Under this
agreement TST manufactures and distributes a selected line of paper products within the United
States, Canada and Mexico under the IBM brand name. Through various amendments the authorized
product lines was expanded and the term was extended to April 30, 2007. On December 1, 2004,
International Business Machines, Inc (IBM) and TST/Impreso, Inc. (TST) agreed to terminate
their Trademark Licensing Agreement. Through the conclusion of Fiscal 2005, TST substantially
completed the sale of all products manufactured under the license agreement which remained in
inventory.
TSTS MARKETING AND DISTRIBUTION
TST markets its products to approximately 3200 customers through its own sales force and
established manufacturers representatives. TSTs targeted customers are business consumable and
office machine dealers and large and medium size mass merchants, including computer and office
superstores. We are continually seeking to diversify our customer base and distribution channels.
The incorporation of non-traditional but related product categories into our expanding product line
may facilitate our access to different distribution channels.
TST has 53 distribution points (49 public distribution warehouses and four manufacturing
locations), for its hardcopy imaging products, which enable it to deliver products to most major
cities in the United States within 24 hours. TST has one additional distribution point for its
water products, the natural spring water bottling plant in Arkansas. TSTs primary method of
generating revenue is through its own sales force. The members of this sales force generally seek
business within specific geographic territories. Manufacturers representatives serve as an
important supplementary source of sales and marketing. Their territories are identified by specific
accounts or prospects, primarily those of a retail nature.
TST sells to the following types of customers:
Business Forms Dealers Businesses that primarily buy and resell
various types of business forms. Examples include Vanguard Direct,
American Business Forms and Better Business Forms.
Wholesale Stationers Businesses that supply a large variety of
office products to office product dealers. Wholesale stationers
generally do not sell directly to the end user. Examples include
United Stationers, and SP Richards.
Office Products Dealers Businesses that generally purchase a
majority of their products from wholesale stationers, but often
negotiate directly with manufacturers. Examples include Navrats
Office Products and Crest Office Supply.
Paper Merchants Businesses that sell all types of papers to printers
and dealers and directly to end users. Examples include Unisource,
Xpedx and Ris Paper.
Consumer Electronics Stores Businesses that sell retail to the end
user in a broad spectrum electronics environment. Examples include
Frys Electronic and Best Buy.
Mass Merchants Discount department stores with retail sections that
sell computer, copier and facsimile related supplies. Examples
include Shopko.
Grocery and Drug Store Chains Businesses that sell computer
consumables as a convenience to its customer and secondary sale to its
primary target product. Examples include Walgreens, Kroger and
Rite-Aid.
Wholesale Clubs/Office Superstores Businesses that sell large
quantities of inventory at or near wholesale prices to end users and
dealers. These stores generally do not provide the credit, delivery
and other types of services and support to the extent that wholesale
stationers provide their customers. Examples include Staples, Costco
and BJs.
Buying Groups Groups of dealers, ranging from ten to 400 members,
that combine their buying power to receive, among other things, volume
discount pricing and rebate incentives from manufacturers. Examples
include Independent Stationers, Association of Independent Printing
Paper Merchants, and Trimega.
Computer Aided Design (CAD) Supply Dealers Dealers that typically
sell wide format supplies and papers to architects and engineers.
Contract Stationers Companies that offer a complete catalog of
office and business supplies generally to large corporations. In many
cases, various types of products are bundled and sold under contract.
Examples include Corporate Express, Boise Cascade Office Products and
Staples.
Cash Register Supply Dealers Dealers that sell cash register systems
and point of sale supplies to businesses such as restaurants and
retail vendors. Examples include Impact Paper, Paper Rolls Plus and
Systems Supply.
We also sell bottled water products to these types of customers: Beverage Distributors, Convenience
Stores, Private Label Water Resellers, Food Distributors, and Restaurant Supply Distributors.
Though TST has specialized in select markets and has emphasized service and long-term relationships
to meet customer needs more effectively, there are no long-term contractual relationships between
it and any of its customers. One customer, Staples, Inc. (Staples) accounted for more than 10%
of TSTs sales in the years ended August 31, 2005 (Fiscal 2005) 2004, and 2003. In Fiscal 2005,
the purchases by Staples decreased substantially. This reduction had a material adverse effect on
our financial position, results of operations and cash flows in Fiscal 2005. TST may in the future
be dependent on other significant customers, the loss of which could also materially adversely
affect our financial position, results of operations and cash flows.
SUPPLY AND INVENTORY: HARDCOPY IMAGING PRODUCTS
We believe that it is necessary for TST to maintain a sufficient inventory of finished goods and
raw materials to adequately service its customers. In prior years inventory levels had been
increased to facilitate the introduction of new brands and expanded product lines. However, at the
beginning of the year ended August 31, 2002, we implemented a program to reduce inventory levels.
Since implementation, over a four year period inventory levels were reduced from $38.5 million to
$16.8 million. This is in addition to the depletion of $3 million of inventory acquired in the
purchase of the assets of a business during that period. Since meeting the program goals in late
Fiscal 2005, we have discontinued the reduction of inventory program.
In recent years we have depended primarily on domestic vendors of paper stock raw materials, which
historically charge higher prices for those raw materials than international vendors. Although our
prices for
paper stock raw materials remained stable throughout Fiscal 2005, pricing on a majority of other
components of our finished goods, increased. Not all of these increases were effectively passed
through to a majority of our customers. We believe that paper stock raw material prices may remain
stable in Fiscal 2006.
TST bears the risk of increases in the prices charged by its suppliers and decreases in the prices
of raw materials held in its inventory. If prices for products held in its finished goods
inventory decline, or if prices for raw materials required by it increase, or if new technology is
developed that renders obsolete products distributed and held in inventory by TST, the Companys
business could be materially adversely affected.
TST purchases raw paper, coated thermal facsimile paper, coated technical paper, carbon and
carbonless paper (consisting of a wide variety of weights, widths, colors, sizes and qualities),
transparency film, packaging and other supplies in the open market from a number of different
companies around the world. We believe that TST has adequate sources of raw material supplies to
meet the requirements of its business. We believe that we have a good relationship with all of our
current suppliers.
SUPPLY AND INVENTORY: NATURAL SPRING BOTTLED WATER
In Fiscal 2005, we started building bottled water inventory at our one bottling and four hardcopy
image manufacturing facilities. We do not store bottled water products at public warehouses.
Hurricanes Katrina and Rita created a large demand for our water products and substantially
depleted our initial inventory. Water inventory requires more frequent inventory turns than
hardcopy imaging products, since the shelf life of water is shorter. The increase in our sales
created by the hurricanes at the end of the high demand season for bottled water will allow us to
build fresh water inventory for March, which is the beginning of the next high demand season in the
bottled water product cycle.
Effective December 1, 2004, TST executed a long term real estate lease and water supply agreement
with Alexa Springs Water Company, a company owned by stockholders of TST. Under the ten year water
supply contract TST executed, Alexa Springs Water Company must sell to TST and TST must purchase
all of the production of the springs. TST also executed a ten year lease that runs concurrently
with the water supply agreement on the land and buildings, approximately 34,200 square feet, which
house the springs. Both of these agreements have an automatic renewal of second ten year terms if
not terminated in accordance with the agreements. Currently the Alexa Springs are producing
substantially more spring water than we are bottling and selling.
MARKET CONDITIONS OF TST
Historically, the primary product produced by the Company was continuous feed business forms. In
Fiscal 2005, for the first time in our history of almost 30 years, the sales of continuous forms
fell to below 50% of the gross revenue for all products. Management believes that the total market
for business forms, which declined in 2005, will continue to decline in 2006. Our percentage of
revenue derived from this product decreased from 53% in the year ended August 31, 2004 (Fiscal
2004) to 36.9% in Fiscal 2005. Management expects this product categorys contribution percentage
to sales to stabilize in Fiscal 2006, partially due to the recognition of the loss of portions or
all the business of key customers in Fiscal 2005 and managements anticipation of retaining current
customers, or regaining lost business in this product category.
The loss of significant customers, mergers of customers, and loss of portions of business from
certain customers has reduced sales in Fiscal 2005, but management believes sales revenue will
stabilize in Fiscal
2006 at Fiscal 2005 levels. To replace these lost sales, we are focusing our
marketing efforts on more profitable portions of the business. In the business imaging product
line, management believes that engineering/wide format rolls and point of purchase rolls have the
greatest potential for growth.
The entrance into the bottled water business is significant as we begin the diversification of our
product offerings outside of the hardcopy imaging products. The introduction of water into our
paper business is an ideal companion sale as the distribution model for our water products is
substantially similar to our paper products. Many of the customers who are currently purchasing
business imaging supplies from us also buy bottled water. The weight and dimensions of a pallet of
water and paper, and therefore the costs, are also similar. The introduction of water should expand
our sales to our existing customers. The bottled water business has experienced phenomenal growth
in the past few years.
In the water industry we plan to effectively compete in the wholesale market by offering
competitive price points on our water products and bundled distribution strategies. We have also
targeted the small to mid range size private label market as the niche for us to gain market share
in the bottled water industry. The size and configuration of our operations accommodates smaller
batch runs of individualized labels, which may be economically disadvantageous for larger
companies. We believe the growing trend of businesses offering their clientele bottled water with
their name on the label as promotional giveaway or for resale will contribute to the increased
sales in the bottled water division.
SEASONALITY
Hotsheet.com revenues are partially generated by retail sales which are typically stronger during
the Christmas holiday season.
TST may be subject to certain seasonal fluctuations in that orders for products may decline over
the summer months. If the market for finished goods decreases, then the adverse impact of the
seasonal fluctuations on the Company will be greater.
The bottled water business is subject to seasonal fluctuations with its demand cycle greatest in
summer months.
TSTS BACKLOG
The dollar value of TSTs order backlog as of August 31, 2005 and 2004 was approximately $1.8
million and $2.8 million, respectively. TSTs ability to fill orders is directly impacted by the
general cyclical pattern of the paper industry and its ability to purchase the raw materials and
finished goods necessary to fill customer orders. The decrease in backlog is related to TSTs
decreased net sales and reduction in the number of branded lines TST offers.
TSTS COMPETITION
Our businesses operate in markets that are highly competitive, and the Company faces competition on
the basis of price, product quality, speed of delivery, customer service. Some of our competitors
have greater sales, assets and financial resources than our company. These competitive pressures
could affect prices or customers demand for our products, impacting our profit margins and/or
resulting in a loss of customers and market share.
TST currently competes principally with manufacturers that distribute their products through
dealers, resellers and/or retailers and, to a lesser extent, manufacturers who distribute their own
products directly to
end-users. Weak industry conditions in the past few years have caused the major direct-selling
companies, which are much larger than TST, to sell direct and to dealers. In some cases, this has
led to TSTs customers reducing their selling prices to compete with these dealers. This has also
caused increased competition among companies selling products through dealers. In addition,
vertical consolidation among entities in the paper industry has created tougher conditions for TST,
because certain of TSTs suppliers have subsidiaries that compete with TST and these suppliers
generally support the efforts of their subsidiaries.
We believe that TST effectively competes on the basis of the following: its nationwide distribution
network, which enables products to be delivered to its customers in most major cities in the United
States within 24 hours; providing customers cost-effective, efficient purchasing and volume
discounts; and by providing high-quality products and customer-oriented services.
In the water industry we plan to effectively compete in the wholesale market by offering
competitive price points on our water products. We have also targeted the small to mid range size
private label market as the niche for us to gain market share in the bottled water industry. The
size of our operations accommodates smaller batch runs of individualized labels, which is
economically disadvantageous for larger companies. We believe the growing trend of businesses
offering their clientele bottled water with their name on the label as promotional giveaway or for
resale will contribute to the increased sales in the bottled water division.
TRADEMARKS
TST uses the trademark IMPRESO, a Spanish word meaning printed matter, on certain products it
manufactures and distributes. The trademark and service mark is registered in the United States.
These registrations are effective until August 2009 and May 2010, respectively.
The IMPRESO trademark is also registered in Canada, Italy, and Great Britain. These foreign
registrations are effective until July 2007, November 2010 and October 2007, respectively.
Management believes that the IMPRESO trademark has significant name recognition and is important in
marketing and achieving visibility of TSTs products. The goodwill value associated with the name
IMPRESO has been pledged as an asset to TSTs current primary secured lender under TSTs revolving
line of credit.
TST also has a trademark registration in the United States for Lazer Cut Sheets ® and
Lazer Bond ® effective until May 2007. Each of the Lazer Cut Sheet and Lazer Bond
trademarks are applied only to one specific product that TST manufactures.
The United States service mark registration obtained on Hotsheet, our subsidiarys proprietary
Internet portal, is effective until January 2008. The European Community Trademark registration
for Hotsheet.com is effective until February 2010. The United States service mark registration for
Shopsheet ® , a sub portal of Hotsheet.com, is effective until February 2010.
SERVICE AND SUPPORT
We believe that customer service is an important factor in product sales and customer satisfaction.
Service and support include TSTs own in-house trucking which back-hauls goods for other entities,
which reduces transportation costs and improves customer service. Our in-house graphics department
can design and prepare layouts of packaging and can produce negatives, which allows TST speed and
flexibility when bringing new products or packaging into the marketplace. TST also sells its
graphics capabilities to its customers. TSTs customer service department can expedite service
because its computer system sends a bill of lading by facsimile to the appropriate distributing
warehouse and an order acknowledgment to the
receiving customer when an order is entered by a customer service representative. TSTs computer
system automatically calculates inventory levels at each warehouse and the amount of raw materials
it must purchase, and identifies which of its plant locations will manufacture an order.
TST also has a collection and credit department. The staff evaluates extensions of credit and
makes written and verbal requests for payment from those customers whose invoices are not paid
within agreed payment terms. In-house counsel is available to assist the credit department in
difficult collections.
TST offers a 120-day warranty on all of its products. To date, warranty expense has been minimal.
ENVIRONMENTAL REGULATION
We believe that compliance with any environmental regulations that may be applicable to us will not
have a material adverse effect on our capital expenditures, earnings or competitive position.
EMPLOYEES
We had 191 full-time employees at August 31, 2005 of whom approximately 68% are engaged in
manufacturing TSTs products. None of our employees are currently covered by a collective
bargaining agreement. We consider our employee relations to be fair as a result of recent
reductions of wages and employee benefits. However, approximately 16% of our employees have 20
years or more length of service.
Impreso, Inc (ZCOM) - Description of business
Home
| Message boards
| Newsletters
| Latest Comments
| VC directory
| AIM London Stock Exchange
| Canadian stocks
| Chinese stocks
| Broker Directory
© 2007 - 2008 hotstocked.com - All rights reserved.
|
