Estimating and Its FoundationsStephen R. Whittaker

Adjunct Professor, RIT CIAS/SPM

Vice President, Quality Assurance

Monroe Litho Rochester, NY

American Society for QualityCertified Manager of Quality/Organizational

Excellence

Certified Quality Auditor

Senior Member

Introduction What is “Printing/Imaging

Estimating” ? Let’s share some thoughts about

this discipline...

The Role and Scope of Estimating Generic to any process

Digital Imaging Offset Lithography Gravure Flexography Screen Applications Letterpress Technical Hybrids

All Inclusive Hourly Cost Rates Standard NAPL 20 section

template Direct, Indirect, fixed and variable

costs Operating efficiencies Costing model based upon

utilization

Production Standards

Constant updating Number of units produced under a

specific set of defined conditions

Purchasing Policies and Practices Paper and raw materials Outside services Quality initiatives Cycle Time and Accuracy of

information “Hidden Costs”

“Goof Proofing” In Planning Need to ensure that a job is

planned the most economic way Utilize consistent data base

“lookup” tools Need to teach and coach

throughout manufacturing to ensure conformance

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

Teaching the “Blocks of Logic” Module approach Work through the “stumbling

blocks” American paper system Pre-media workflow

Computer Assisted Estimating Practices “Hidden” software gems that cause

chaos… Standards Rates Calculations No opportunities to “field test”

software before purchasing! Buyer…beware!

Market Pricing Policies and Practices Constant vigilance for “testing the

water” in response to economic conditions Remove all of the excuses for

Sales Associates… Data collection/win-loss

information Estimating Management tools

[number of quotes by client]

Preparing and Submitting an Estimate Terms and Conditions…changing. Uniform Commercial Code simple

guidelines Have the correct specifications

been included on the quote? If accepted, is there a purchase

order sent back to your plant? Have you ever tried to collect/get

paid for a job that has no PO

To Summarize… We need to have our arms wrapped tightly around this

discipline It’w the difference between profit/loss Senior Management in the US Graphic Communications

Industry needs to pay more attention to this discipline Never stop training and educating… It often keeps the doors open! Thanks very Kindly!