, s. ••

Onthe hell" of la s Vegas1S an add ress of SUCCCl$,The Valley Bank C enter.Minutes from the Convenno n Cente r,major hotels, airport and downtown.T he Valley Bank Centerputs you where you need to be.An average of over 1,810 hours " a yearis spent in the office. why notspend it in an arrnosphere of elegance,prestige and beauty combined with

an unsurpasse d working envi ronment,

Our affordable custom designed suiteswith unparalleled views of {he " Strip"

and Desert Inn Golf Coursemake your time in the officewell spent.

2f-hour Security - Valet and FreeCovered Parking. Conference Rooms ­Beautiful Courtyard Enrrance .

Executive Suites "i,h SecretarialService

For Lu"n~ Informa""n!>rohr Coore"" tinn lrW;lcJ· s.,u r<:e, Econ omi c [nJ icator Dec. 1986

..lI [fllf fl l-,"",....,-

c6 Quick printers pressed by "Copytition"

Rapidly improving technology has produced copiers that rival thequality of the printing press . Quick printers are fighting for life.

8 A New Beat For Commander CIiHordFight ing crime and selling real estate may seem wor lds apart. butfor form er Metro Intelligence Commander Kent Clifford. the basicskills for success are the same.

18 FOur-Color PrintingA buyer's primer .

21 Color separationsA buyer's primer.

23 Directory of Nevada'sColor separators

25 Nevada's Four-colorPrinters Directory & Survey

28 Paper: It'S Not Always What You ThinkWhile paper is commonly identified by weight. ordering theprooer paper for your job isn 't that simple .

30 Nevada's Form printersFar From unifOrmWhile there 's plenty of business to go around for the state 's busi­ness-form printers, most find that it is most profitable to developa niche and specialize.

40 A Little competition Goes A LOng WayWhen Nevada hotels began creating in-bouse print shops, thestate 's printing and graphics industry woke up.

46 Choosing A NevadaAdvertising AgencyAdvertising agency directory.

48 Nevada power's High-Voltage LeaderChuck Lenzfe tackles his high-profile job at a high-profile util itywith energy.

56 Can Carson City Have Its CakeAnd Eat It Too?Most Carson City business people will tell you they wantgrowth-but on their own terms-industry without smoke,manutacturfno without waste, expansion without crowding.

5 Silver Dome11 Business Indicators12 Stock Index15 small Business Of The Month53 Executive Suite55 Welcome TO Nevada

,. MergersNevada Nat ional heads for amerger.

14 publiC WorksReno awaits sewage plant.

'4 FinanceBanks earn " Eximbank" status .

'4 communicationsDig'tel nets major contract.

25 ServiceAir-eondltiOning service a hotmarket.

27 AdvertisingMedia Consultants adds fiveaccounts,

52 MarketingNational networ k servesmanufacturers,

32 ManufacturingNew companies for Henderson .Sparks.

56 Health CareHospital ooens ouroanent drugclinic.

56 TechnOlogyHotel-casino's sign brightens Reno,

57 BUildingneveccer targets retail market

54 Design"mstant.Desiqn" appears in lasVegas.

54 DevelopmentCities receive oeveicom ent tones.

On The Cover. Kent Clifford of Amer­icana Group Realtors.CO\ U PHOTO 8\ "'10: DO\ISCHOT.

~"""'"

THE NEVADA BUSINESS JOURNA UMa:ch 19873

NevadaBusiness......------

EDITOR IN CH IEFHenry C Holcomb

PUBLISHER

Myra E. H~comb

ASSOCIATE PUBLISHERJack Dye r

MANAGING EDtTORLeslie aeee

ASSOCIAT E EDITORDonna MallWe ll

PHOTOG RAPHIC EDITORNick Dc:mscI"ol

CO NTRI BUTING EDITO RSJoe Bickett

Sha ron CahillC. Calvert

Ginger ClaytonJoEllen Dalton Johnson

Art NadlerLinn Thome

ART DIRECTORDavid Gol!%>en;

ART ASSOCIATEJIm M ICI'IaelS

CIRCULATION DIRECTORPamela K. 0"

CIRCULATION ASS ISTANTTerryJ Brown

AOVERTISING OFFICESNorthem Nlv l d.

Jack Dye r3008 Baker Drive

carson Cily . NV 89701(702) 883·5611

So uthern NlvadaChuck DandyNiek~

1641 E. Sunse t Rd.• Suite 6-117l as V~as. NV 89119

(102) 361·'08S

National Repre sentat iveThe Natona l acsoees NelWQ(1(

6CO Thud Ave.New York, NY 10016

(212) 687-7272

NEVADA BUSINESS Journal is p.bIishedmonth ly a1 1641 E. Sunset go., SUite B-t 17,Las Vegas. NV 89119. &b$cnpbon rates:$27.00 per year. Pcstmastec seoc addresscreoces 10 NEVADA BUSINESS Journal.1641 E_sooset Rd_. sese 8-117. LasVegas.NV 89119

Employee Lie·TestIssue Resurfaces

The issue of taking polygrap htests in order to get o r keep ajob has surfaced again in thestate Legislature. The new ef­

fan to ban the practice is similar toplans which have died in past years as aresult of strong opposition from largebusinesses.

Assemblyman Danny Thom pson, D­Henderson, who chairs the GovernmentAffairs Committee in the lo......er house.introdu ced the biU and managed to getIS co-sponsors this time ar ound.

Thompson argues that police do n'trely solely on lie detector tests for re­searching crime cases and employersshouldn' t rely on polygra ph results inmaking decisions whether to hireor firesomeone.

But Thompson says many businessesare using the tests no ..... , an d " the prob­lem is. the .....hole practice is ....Tong."

As a freshman legislator. Thompsonintroduced a similar plan in 1981.Thompson says the bill started ou t ....-ithone paragraph and eventually turned in­to an l l -page document that didn't loo kanything like the original plan.

The bill .....as killed in 1981 and similarproposals were rejected in 1983 and1985. Thompson says the hotel and casi­no lobby opposed the plan in 1981 and1983 but backed off in the 1985 session .However. other large business COfJX)ra·nons still fought the plan .

TheSilverDome

state InsuranceIndustry Healthy

Nevad a Insurance Commissione r Da­vid Ga tes says the health insurance in­dustry is booming in this state , but hisoffice has had difficu lty regulating theindustry because of staffing problems .

The state Insurance Division regulatesall types of insurance. from home-pro­perty liability to large health care opera­tions. Gross sales of all insurance in Ne­vada are in the $l.l -billion ran ge.

Ga tes says the state received about$34 million in 1986 from various taxesan d fees levied on the insuran ce indus­try. That mak es the division the thirdlargest revenue producer fo r sta te cof­fers, behind gaming and sales taxes.

Gates told Nevada legislators a bout abig increase in premium sales by Neva­da -based health insurance companies inthe last several years. The leaders in thehealth-care market are Health Plan ofNevada, Blue Cross and HumanaHealth Insurance of Nevada

The insu rance Division asked Gov,Richar d Bryan for seven addi tional em­ployees this fiscal year. but was recom­mended for only one additional clerical.....orker to handle the escalating case­load.

After hearing Gat es' sto ry. legislatorsagreed to loo k at non-general fund reve­nue sources to boost the Insurance Divi­sion's enforcement and investigationsstaff. Ho.....ever. legislators said that be-

(COtIti",ud 0" parr ).l)

TH E NEVADA BUSIN ESS JOURN AUMarch 1987 5

Ouick PrintersPressed By

"Copytition"Rapidly improving technology has produced copiers thatrival the quality of the printing press. Quick printers­especially the small ones-are fighting for their lives.

___________ _ _ By David Hofstede "'"

What's the difference be­tween a copy house anda quick printer?The answer depends on

whether you' re talking about the processor the business. Although their methodsfor the duplication of printed materialsmay be different, the services they pro­vide, [hanks (Q rapid growth and im­provements in technology, are now al­most identical. In fact, most agree thatterms like " quick printer" and "copyhouse" are now SO convertible, they'repractically obsolete.

Bruce Knolton is the owner of a Kin­ko's franchise in Reno. Kinko's has 350copy stores nationwide. .. 'Copy house'is old .. .our equipment has surpassedthat leon," says KnOltOD. When heStarted in 1970 with one IB~ machine.copy was a "dirty" word. Now, " thequality and speed have vastly improvedover the years. The new Kodak and

" Cop ies arecheaper up 10 300. The

quality isn 't as goodover that. The technology

is getting better, butit still isn't the same.

I've had copy machines,and I've seen the

difference. "

BoO seree, owner,Copy cat Printing Center, las Vegas

6 TH E NEVADA BUSINESS JOURNAUMa~ch 1987

............................................................""OUICK PRINTING ""

Xerox machines (produce a product]that's as good as offset printing," hesays.

" We've blown away quick printers inReno. There's nothing they can do thatwe can't, faster and chea per," he as­sens.

Like copy stores, quick printers havealso broadened their horizons. WVegas' PDQ Printing, foun ded in 1981 ,is the largest quick and commercialprinter in Nevada, and the second larg­est in North America. Its owner, TomCarns, is also the president-elect of theNational Association of Quick Printers.He reports that 60 percent of NAQPmembers also provide copies. "Theterms are out of da te," he says. " Therearen' t man y copy-only sto res any­more."

While the line between the two maynow be " pretty fine," Carns still be-

lieves there is a distinct difference be­tween printers and copiers. "The onlything you really use copies for are fliersand legal documents. There isn't a lot oflong-run copy work ."

Indeed, Knolton's comments not­....ithstanding, represemati..es from bothsides agree that there are times when oneservice is better than the other.

" The breakpoint is somewhere be­tween 300 and 500 copies," says BobSerres, owner of Las Vegas' Copy CatPrinting Center. "Copies are cheaper upto 300. The quality isn't as good overtha t. The technology is getting better,but it still isn 't the same. I've had copymachines, and I' ve seen the difference."

Frank Louis is an acco unt representa­tive ....i th Xerox in Reno, a supplier ofmachines to the majority of copy housesin the Carson City , Spar ks and Renoarea. But he still believes tha t quick

printers "are more economical at largervolumes."

"Copy houses have a shorter turna­round time," he says. "They're betterfor simple copying. [Items such as] sta­tioner)', envelopes, letterheads, odd sizesand posters can bt done there , but notas cost-effectively."

The reason? Though Kinko' s andother copy houses advertise their abilityto pro..ide various printing services,what they actually do is farm those jobsout to quick printers. It is commonknowledge ....ithin the industry. " Wehave an informal agreement with theKinko's do....-n the street," says CopyCar's Serres, " I send them [people whoneed cop ies], they send me their print­ing. I may be helping them , but I'm gladto have the business coming in. Othersmay have different attitudes."

Others do have different atti tudes .Larry Taylor, owner of Larry Taylor' sInstant Print, believes copy storesshould "stick to what they know how 10do ," but he welcomes their business.

"Some places get frightened whenthey see stores getting jobs that they donot have the capability to handle," saysTaylor. " I don't consider them competi­tors because they're going to kill them­selves. They have no control over thework-what if they bring something toa print shop and it doesn't come backon time? The printer isn' t going to gethun.

" I don't care what the others do, aslong as I' m doing the best I can . I' vegained more business that way," hesays.

However, the copy stores feel that of­fering full service is a definite advantage."Think of the convenience factor," saysXerox' Louis, "if (a customer] can geteverythin g from a copy house, it's goingto have an obvious impact on the print-

(Continued onpag~ JJ)

"That's thedownside of technology­its expense makes it hardfor people to get intothe industry cheaply andstill provide the servicesthat are being demanded. "

Tom Carns, owner, PDQ Printing,las Vegas

THE NEVADA BUSINESS JOURNAU March 1987 7

A New BeatFor Commander

CliffordFighting crime and selling real estate may seem worlds

apart, but for former Metro Intelligence Commander KentClifford, the basic sk ills for success are the same.

...................................................."" By David Hofstede ..

For most of us, success in onefield of endeavor is quiteenough. But there are some whomanage to reach the top in a

number of areas. Kent Clifford belongsin the second category, having distin­guished himself in two distinctly differ­ent professions.

Clifford's first success came with theLas Vegas Metropo litan Police Depart­mem. As conunander of the depart­ment's Intelligence Bureau he madeheadlines for his tough stance on organ­ized crime. In 1982 he left Metro andless than one year later became a man­ager at Americana Group Realtors. Hehas since earned his CC IM (CertifiedCommercial Investment Member) desig­nat ion, the highest degree a real estateagent can attain.

Clifford, 41, describes the processthat led him from one peak to another." I was on (he police department as anundercover narcotics officer, when one

"Though it's hardfor a lot ofpeople toconceive, the negotiatingskills I learned on thenarcotics division havebeen invaluable. "

Kent Cli fford, manager,Americana Group Realtors

of my best friends called and asked if Iwanted to go to real estate school. I saidno. He said, 'You don't want to be acop all your life, do you?' So I thoughtabout it and went with him. In 1977 Igraduated and we hung our licenses upat a small fum ."

His decision soon paid off. " I wasprimarily tmo residential propertiesthen, and every houseI listed sold withina 30-or 6O-day period, " he says . " In thefirst four months I made a considerableamount of money, and I thought 'this islike finding money on the streer.?' Inhindsight , Clifford attributes part of hispros perity to a favorable economy.

" I kept my license for a year or IWO,

and then I was prom oted to conunanderin the police department . Because of therequirements of that job (10- to 12-hourdays, for starters) I didn't have the time(0 devote to real estate . 1passed up seve­ral business opportunities because Ididn't feel I could do an adequate job."

When Gifford quit the department in1982, he considered auending lawschool, having already earned a bache­lor 's degree from the University of Ne­vada-Las Vegas.

" I interviewed several attorneys," hesays, " and they told me what a new at­tomey would get paid coming out of lawschoo l." Clifford was not pleased withthe response. After recognizing thatsuch a course would also require threeyears of study. most of his life savingsand the possibility of his wife having toreturn to work, " I decided to go back to

real estate, and make the money I want­ed to make."

Shortly thereafter, he was approac hedby (he Americana Group. " In 1983[they asked me] ( 0 become the managerof their com mercial department," hesays. " They understood I didn't have alot of experience in commercial realestate at the time, but because of mymanagerial abilities and leadership skills,they wanted me as a manager while l ac­quired [the experience)." He would latergo on to earn his CCI designation,which requires 200 hours of classroomstudy, $2 million in sales and the passingof an eight-hour final exam.

On (he surface, cops and Realtorsdon 't seem to have much in commonprofessio nally, but Clifford has foundthat certain skills are valuab le in bothlinesof work. " [In the department] I gotover the fear of approaching prospectiveclients that most salesmen ha..'e. in realestate or in anything," he says. "Also,(hough it' s hard for a lot of people toconceive, the negotiating skills I learnedon the narcotics division [buying narco­tics undercover) have been invaluable ."

But Clifford considers " the technicalskills that I have and my businessethics" as the two main factors in hissuccess. " The most importan t servicethat we can provide a client is being ableto advise them on the financia l feasibil­ity of doing the project they' re willing todo." For the buyer, he COntinues, " ARealtor should be able to analyze an in­come-producing property or any public

THE NEVADA BUSINESS JOURNALlMarch 1987 9

property and make some sense out ofit." For the seller, a Realto r should sug­gest "a realistic price a t which he can sellhis property.

"I ha ve the education and the trainingin how to analyze these properties and Ihav'e trained my agents to use (thesean alyses)," he continues. Among themethods used is the calculation of a pro­perty's gross income multiplier, whichgives a measurement of the gross incomeof the property an d how many times theasking price is of the income. Anothermethod takes into account the incomebut also the vacancy and expenses, andcompares that 'o\ith the purchase price.The results are then compared withsimi­lar properties in similar areas.

" There's analyzing the term of theloan, " Clifford adds, " and of what thedebt service is on the property and whatkind of terms the loan has on it, andthen analyzing the property after taxesand the rate of retur n. Most people whoown or sell property do not understandthe techniques and the analyzation thatgoes into determining the rate of return.But we as Realtors can say 'This is amo re sophisticated measuring device, 'that says how well the property ' s doingand what the investor can expect from ito.."er a five- or I~year period."

And what makes a property appreci­ate? "Location, location, location. It ' sthat Important," says Clifford . Rightnow, he singles out the south and westareas of LasVegas as having the greatestpotential. Also, "a change in zoning,utilities brought close and other build ingthat goes on near the property," Clif­ford says.

Believing another of his responsibil­ites to be having knowledge of what'sgoing on in the marketplace prior to itactually happening, Clifford sees a lot ofpossibilities in the current Las Vegasmarket. " We have a dynamic economyright now, because we have a lot ofprime developments that are going on,and any time there's a new development(such as Spanish Trails or PaintedDesert) there are opportunities for ot herpeople to mak e money in investments.So when a speculator comes to me andsays, ' I want to buy some property that Ican sell in five or 10 years an d send mykid to college, or retire and have someincome coming in,' these ar e the thingsthey ' re looking for (from us]," he says.

Although Clifford and Americanahave worked with such clients as First

Interstate Bank , an d have helpeddevelop shopping centers and apartmentcom plexes covering hundreds of acres,he feels that the small investor is "pro­bably the bread and butter of our busi­ness," and their numbers are increasing.

" There's still some good buys outthere, and there are still people who, atage 50 or 55, have that dream of acquir­ing a nest egg to go fishing or golfing orwha tever. But they need to go to an ex­perienced Realtor, somebody they cantrust , who can advise them that no tevery building out there is a good invest­ment. (I f you have that], I would saynow is the time to buy. "

Clifford does not consider the newtax laws to be detrimental to the realestate market, and believes the public

"If you analyzethe new tax law, andlook at it overall, it

is not as bad asit was firstthought. "

Kent O ilfon:!, manager .Americana Group Realtors

may be misconstruing their po tential ef­feet, due in part to " newspaper an d bus­iness reporters trying to disseminate theinformation as fast as they can."

" There's still a lot of unansweredquestions," he says, "but if you an alyzethe law, an d look at it overall, it isnot asbad as it was first thought."

Among the advantages, "there is nowmore than one category for income," hesays, and, "before you had to hold aproperty six months before you couldsell it, but now (you can do so] and notbe penalized.

" The more knowledgeable the inves­tors ar e, [the more) they' re going to un­derstand that the ramifications are northat bad, and some can take advantageof it," he says.

Kent Clifford moved to l as Vegas in1963 partly because of the climate, buthe soon discovered other advantages be­sides the weather. " One thing I' vefound since moving here is that I' ve al-

ways been able to make a til-mg. If anindividual is willing to work , there are alot of opportunities to be found in LasVegas, whether it' s in real estate o r anyother industry."

Though he believes Las Vegas '0\illcontinue to have a strong economy forat least the next five years, he warns thatcaution should be exercised in someareas . " There is a 25 percent to 30 per­cent vacancy factor in office space rightnow." Also, " Retail space is hot rightnow, particularl y in the west, but we'refast approaching saturation of that mar­ket, due to its ra pid growth and (theavailability of) 'cheap money," : he con­tinues. "A developer ought to becarefulwhen putting businesses into his shop­ping centers, because they have to sur­vwe-e-and if they can't you 're looking ata center that 's in trouble in a year.That' s the danger out there."

The hotel and motel market isequallyuncertain. " Every time you put up amajor propert y on the Strip or down­town you're diluting the market, be­cause basically they all have the sam emousetrap, " he says. " I would say rightnow that the developer planning anothermajor reson in Las Vegas should ap­proach it with cautious optimism."

Another possible concern is the effectof national events on the local economy." Businesses may be losing confidence inthe national government, i.e., the Con­tra scandal," he says. " If we have somemajor defaults from foreign countrieson their ban k loans, then some of themajor banks will tighten up the moneysituation and make it harder for devel­opers to get the money they need to gettheir projects off the ground. Also, if in­terest rates go back up we' ll see a tight­ening of the market."

But Clifford remains optimistic. "~Iy

perso nal ou tlook is that we're going towor k our way through the crisis withIran, and I think interest rates are pret tystable and may even dip a little bit thefirst half of this year . H that happens,we're going to have a good year in LasVegas," he predicts.

" To serve an d protect" may be amotto mo re commonly associated withhis form er profession, but Kent Cliffordhas transferred the same philosophy toreal estate. "At Am ericana we try togive our clients the prod uct, the adviceand the consultat ion they need, andmaybe just a little bett er than the nextguy. That's our hope." 0

10 THE NEVADA BUSINESS JOURNAUMarch 1987

============BUSlNESSINDICATORS============

UNEMPLOYMENT BY COUNTYDECEM BER

UNEMPLOYMENT TREND

9

J F M A M J JA S O N D

NEVADA BUSINESS INDICATORS AVERACE WEEKLY EARNINCS

19 10 " ' 2 ' 3 ' . ' 5 '8 17

AVERACE HOURLY EARNINCS

DECEMBER '86I I I I I

DECEMBER '86I I I I I

-1 ,

-

CONSTAUcrlON$623.58

COMMUNICATIONS &PUBLIC UTILITIES _

$617.67

MINING$602,62

MANUFAcrURING$405.46

TRADE$289.85

CONSTRUcrl0 N$16.41

MINING$14.08

COMMUNICATIONS &PUBLIC UTILITIES ------­

$14.07

MANUFAcrURING$9.70

TRADE$8.55

s soc

I" I>gu_ 10<N....... ~,_. - .""""""IHSotI<l""""l ,.. '-_. ... ....., A,go

O~NfR"'l 8 USU. n SACTIVITYN_ lno;orpor....... ,. ,~ D' "e-sum.r "--_,.. U<t>anCc:>t>ou.......IUS Cily .o,gI ,.

~" m. W · "f lOl'l.O'ffllENT__ uoor Fo<oo lOOO 'l ~ ,.

~. ~. ~'U .,""-l E~IOOO-11 ,. ~, ~, on • "..,........_=·11 ,. U, H' U . -~Uo~

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.wo.. wt'EKU ' HOUII$ ..UUCTED INOV$TIIlI.'S

=.c.- o. ~. ~ ." ",. - M' M' ..=... ,. ." .., .., "-~~

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Non..."'....,.. (soo,:r.) ,. •.see .,., ~,~ ,~,

"'on1l.."",,'2ll (5000 '1) ,. ",., ,,., 2.,JOO _H'::.:~ ~... ,. 1!l<,IDO il.700 12H OO ."~'''9UMI

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IlUl UlAn toF' NA"ICE_ ... So... •

~=-~ ,. •• " "_s--..... oSOOO"•• ,.~~ " "

__m ,. Dm " "_ _ lSI ,. 77.' 90 " "-_.---- ,. ,~ on m a '__ s- _ ,t OOC"1I ,. - " .1'0 ,,,.,] QO

- - Ili ,. ,- ~ ~. '..-- , ,.~ .,., .,., .'"'=C.~ '"o.r:::.- _ "I--~-

~ .~ '" ,~ _m,~- ~ •• .a '" _m-- ~ •• 'M ,~ _H'sr An REVENUESOJOU_~ So...(SOOO "1 - =~ 151J1. -, ,.,

G..... 11..0< 1 Glm"'ll_n_ISOOO'I' oe ecssee

~- ~.'..

So," S UN TI ' eoo.<l .....1

l='~ Col...,."",. (I),. ~.o51 13.lIOlI 3i.m ".- 1.100,13' • ..)&.O~, 1,'25 363 -"C90..... r..~. IS) - 1~.m Ui".1W7 ',!6oI.IPO -"MGIor' ..... T.. CoIIooct.....", - 7.12.OSS ~W

._,"AIR TR"'''SP'ORTATlQN== li:.,'" ,.

W~ 1.l2t-432 8'.,'901 '",. ,~~ m,~ '17,'11 ~.

~, s.c:r.o.., 01_ . La \oOo;Ia -., 01-.c__ 01-.s, DoooI01_, Gan...geo.-_~_~_:

£~~DoooI; _oIe.-_£ocIftcmc _ .UNR._01..-StaIl><:s n. -..aoo_., ..._*_"' " be~_n.__""","",,,,,,,,,,

THE NEVADA BUSINESS JOUR NAUMa:ch 1987 11

Buyouts, Bull Market Push Nevada BusinessStock Index To Record High

Stock prices ha ..'c continued to advance, resuming theupward momentum that has carried equities to un­precedenred highs since the new year began. Fo reigninstitutions have become very bullish on U.S.

stocks, pushing them into uncharted territory as a result.Once again , a host of stoc k indices, including the NevadaBusiness Journal Stock Index, rode the bullish wave enroute to record highs.

Investors continued to purchase selective issues in thestate o f Nevada ove r the last six weeks. This buying pressureis best exhibited by the Nevada Busin~ Journal Stock In­dex which leaped 103.41 points to finish at a record high of1483.24. Each stock in our portfolio of 26 publicly heldcompanies in Nevada enjoyed an average gain of 7.49 per­cent in stock price vis-a-vis the Dow Jones Industrial Aver­age which gained 12.82 percent for the same period.

Of the 26 stoc ks .....e mo nitor, IS issues increased in valuewhile eigh t stocks declined . Two stocks (Sahara Resorts andShowboat) reached new highs while Xebec was the lonestock to tumble to a new annual low.

A number of companies announced noteworthy transac­tions since our last report. Nevada Savi ng & loan wasbought out by South west Gas fo r S25 cash or for 1.418shares of Southwest Gas common stock. Lynch Communi­cation Systems was acqu ired by a subsidiary o f A lcatel USAfor $15.50 a share. The Nevada Business Journal Stock In­dex reflects these deletions.

Nevad a Resources changed its name to Cadema to betterreflect its recent acquisition of Cadema Medical P roductsand shift its emphasis from metals exploration to the medi­cal industry. Therefore, Nevada Resources has been re­placed with Cadema in our table.

Sahara Resorts reponed that it will form a master limitedpartnership to acquire the hotel and casino operations o f theSahara and Hacienda hotels. The new nam e of the partner­ship is to be called Sahara Cas ino Panners L. P . The newentity will sell shares 10 the public via a new offering whichwill trade like any other stock o n the exchanges. Investorsapproved of the change as Sahara jumped $1.88 (26.86 per­cent) to dose at a new high of $8.88 a share. 0

NEVADA

DOW JONes

NEVADA BUSINESS JOURNALsrOCK INDEX

LEGE ND

mIS:'J

MARK ET DIARY:Ad\ ances ••••••••••••••••• ... ...... .... 16DedirIes . . . . .. . ... .. . ••••• . ••• ••• ••• ••. 8Uncf1anged . • • • . • • . . . . . . . . . . . . . . . . • • • • •. 2New Highs 2New Lows I

MOST ACTIVE ISSUE:Larges! S Gainer Sho boat Inc S 4.38Lugell S Loser.. Sierra PacifIC Resources ..S-U7Luges! ~ Gainer .• Hytek \l icros)'Slems •• 30.00"­Lugcst l!W Loser•.•. United Mining . . . •-30.16ll't

CLOSING INDEX QUOTES FOR BAR CHART

DATE NEVADA DOW JONESceco 1391.22 188U309/19 1311.10 1762.651CV3.J 1287.24 1811.0211/19 1296.37 1826.6312118 1379.83 1912.8201130 14S3.2:I 2IS8.04

PERCENTCHANG E

INPERIOD

7.49IH 210.6-1

"'"IJ.j8

NE7CHANGE

INPERIOD

103.41",.22IS.OI27.30" .M

CLOSE113018714S3.242158.04

156.1121'."392.06

CLOSE12/18186

1379.831912.82141.10246.783SI .38

Nevada Business Journal Stock IndexDo.." JOlla Indusuial A..'~N.Y.S.E. CompositeStandard & Poor's SO) Stock IndexNASDAQ OTe Composile

12 TH E N EVAD A BUSIN ESS JOU RNAL/March 1987

STOCK INDEX

Nevada Business Stock IndexNET PERCENT

CLOSINGCLOSING CHANGE CHANGE ANNUALTICKER PRICE PRICE IN IN PIE DIVIDEND 52 W EEK

EXC H COMPANY SYMBOL 12/18/86 1130187 PERIOD PERIOD RATIO RATE YIELD HIGH LOWOTe Cadena Corp. CD:\ tA 1.88 2.38 .50 26.60 3.00 .34ASE CirCU5 Circus em 17.13 19.13 2.00 11.68 24 2J.1J 14.00OTe Elsinore Corp . ELS 2.75 3.00 .25 9.09 d 4.50 2.38OTe First Western Finan cial FWES 9.38 11.00 1.62 17.27 6 .28 2.55 11 .88 7.25OTe Frontier Savings Assn. FRNT 3.25 3.38 .13 4 00 W 2.00OTe Gaming & Technology GATI 5.75 6.50 .7S 13.~ 17 7.63 1.44NYS Golden Nugget GNG 9.38 11 .00 1.62 17.27 92 \6.00 9. 13OTC Hytek ~icrosyslem HTEK 2.50 3.25 .7S 30.00 d 7 .75 WOTe Inl'! Game Techno logy IGA.\ 1 11.13 13.50 2.37 21.29 d 14.25 7.88OTC Jackpot Enterprises JACK 6.25 6.38 .13 2.'" 11 8.25 5.38OTe Linear Instruments L1 NR .88 .88 0.00 0.00 2.00 .38OTC Ne....ada Nat. Banoorp. !'-'ENB 6.75 5.88 -.87 -12.89 d 11.50 5.25NYS Nevada Power NVP 21.00 20.88 -.12 -.57 13 1.44 6.90 25.38 16.38OTC Pnone-A'Oram PHOG 3.88 4.13 .as 6.44 d 4.63 1.63OTe Sahara Resorts (H) SHOE 7.00 8.88 \. 88 26.86 74 9.50 3.50OTe Sands Regent SNDS 9.00 8.75 •.2l -2.78 10 13.75 7.50NYS Showboat Inc. (H) SIlO 7JJ.00 24.38 4.38 21.90 21 .sa 2.38 24.50 15.25ASE Sierra Health Services 51E 4.75 4.25 ·.50 ·10.53 d 8.2l ' .88NYS Sierra Pacific Resources SRP 26.25 24.88 -1.37 -5.22 " 1.72 6.91 29.00 19.63NYS Southwest Gas SWX 19.13 21.00 1.87 9.78 13 1.28 6.10 21..50 17.13OTe Sun State S&l SSSL 7.88 8.88 1.00 12.69 4 10.00 7.00OTC Sunwcrld lnt' l Airways SUNA 3.00 2.63 -.37 -12.33 7.88 2.75OTe United Mining UMIN .63 .44 -.19 -30.1 6 .69 .06OTC Vacation Spa Resorts VSPA .09 .09 0.00 0.00 1 .22 .09OTC Vita Plus Industries VP lI .88 1.00 .12 13.64 d 2.38 .7SOTC Xebec (l ) XEBe 1.50 1.25 -.25 ·16.67 8 3.44 1.33

I\ (y, tHI . r-;e.. H~ in _ , tll. Novo Lo-o' In Period ; d. Ocr.....; " 1. R.Ilo>..... S"",,, SC>Iil' ~·YS .~ York; ASE • .............,., OTC. O'·.. ~ Count..

C""piJod11)'~ tol<mWonal t",.. 1loWd<r. Co.• (.100) oIol'J.,(I326flu> inf"""",",,, io<lb<ainod f""" ',JUrI'''' b<Ii<>'<d 10 b< rcbabIol>ul""""" b<~ 10 b< """""'<1)'~_ flu> inf"""""",, iolUb,i<a '0~",i<ho<o, ~_

We stern Telephone& Te lecommun ic a t ions

At Western TelephoneFor a little money, West("fll Telephone goes a longway in providing }'OU the best in long distance ser­vices. At Weslern Tele phone, you get long distancesa\;ng5-24 hours- every da y! There' s departmen­tal billing and at last, a long distance bill }'OU canclearly understand. wesrem Telepl10ne bills to thenearest 10t h minute. so you 're nOI charged for a lotof time you' re nOI on the pho ne. Wesll'l"ll T,*­phone even pro vides services .....hen you're out oftown . . . a little money goes a long distance only atWesl("fll . in Carson City.

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THE NEVADA BUSINESS JOURNAU March 1987 13

Nevada BriefsNevada NationalHeads Toward Merger

It's a S38-million takeo-ver that prom­ises good things for Nevada. It' s a two­step transaction that ....ill merge NevadaNational Bancorpora tion with the na­tion 's eighth-largest ban k, Los Angeles­based Security Pacific.

Nevada National President WilliamE. Maron says the first pan of the trans­action will shift 56 percent of the com­man stock to two Minnesota compan­ies. TFC Banking and Savings F.A. andMidwest Federal Savings and Loan As­sociation. They will serve as interm-di­aries until Transcontinental Enterp risesInc. purchases the stock through thesecompanies thus allo....-ing Security Pa­cific to make good on the sharepick-uparrangement in 1989.

Martin says an intermediary wasneeded because current Nevada lawsprevent such mergers \\i th Californiacorporations until 1989, when regula­tions ease.

Besides $38 million in cash , the agree­men! also involves SS.06 per share ofNevada National common stock, full li­quidation value and all accrued divi­dends for the preferred stoc k at the timeof closing. It will pay $20.70 per share ofsinking fund and preferred stock and$19,53 per share of convertiblepreferredstoc k. Mart in says liquidation began onJanu ary 1.

The agreement is pending approval byNevada National share holders in May,regulatory authorities and the board ofdirectors of Security Pacific.

Martin says the deal has risen $4 mil­lion since the deal was first announcedlast fall .

"This move will provide Nevadanswith even more interstate banking op­portunlties. Because Security Pacific isthe seventh largest bank holding com­pan y in the country, they have morecapital to offer an even greater variety ofservices to the state and still be able tofunction as a Nevada bank," he says.He add s that the move wil l mean thatthree of the 10 largest bank holdingcompa nies in the country (Citicorp, FirstInterstate an d Security Pacific) will be

operating in Nevada. "It is a positivestep fo r our industry and offers excellentgrowth potential for Nevada," he says.

Reno AwaitsSewage Plant

According to An Mallin, Reno' s san­itation director. it is simply a part ofnormal governmental service. But it isalso the most ambitious public worksproj ect in Reno' s history-c-the construc­tion of new sewage treatment facilities inthe Tru ckee Meadows area .

A plant is currently unde r construc­tion to deal with the immediate needs ofthe area, says M ellin. However, plan­ners are projecting additional ex,XUl­sions based on studies on area growth ,population, location and environmentalissues.

Based on the area ' s populationgrowth rate, ~tollin says funher expan­sion will be needed by 1992. "This areais experiencing tremendous gro....th andthe need for that expansion is not too farin the future. It has to be addressednow, We ha ve to be thinking ahead . Ijust hope there is enough time to do itall. "

Banks Earn"Eximbank" Status

It was a lot of information to absor bbut two Nevada ban king executives haveearned for their institut ions accredita­tion as Eximbank lenders at the firstEximbank seminar ever held outside ofWashington, D.C.

Nevada representatives were KevinDay, ' i ce president -corporate affairs,First Interstate Bank o f Nevada, Reno,and Robert Ruymann, Sr., vice presi­dent, Valley Bank of Nevada , lasVegas.

The three-day seminar held in San Di­ego was sponsored by the U.S. Depart­ment of Commerce, the World TradeAssociation of San Diego, University ofCalifornia-San Diego and San DiegoState University,

" The on ly thing that was differenthaving been held in San Diego," saysRuymann, "it wasn' t broken up by

to urs o f the capital, monuments andmuch of the sightseeing had been el imi­nated. It was a very intensive program ,"

The purpose was to qualify lenders asparticipan ts in Eximbank and the FCi A(Foreign Credit Insuran ce Association) .

Representatives from more than .wba nks and exporting corporations weretrained in export financing procedureswhich included a nalyzing case studiesand doc umentary procedures,

"It was the largest trade assembly ofits kind on the West Coast an d theywere organized to beat all," says Ruy­mann.

He says approximately 15 programscovered such topics as export capitalguarantees, Small Business Administra­tion financing, how to market compe­titive overseas prices, competitive sub­sidies, and foreign support systems,

"There was a lot to digest," saysRuym ann. "Eximbank is deeply involv­ed in overseas importing and economicdevelopment and building strong exportfacilities in Nevada."

Ruymann says Nevada needs to de­velop light industries. He adds that willbe an extremely competiti ve processsince the closest port is 300 miles away.Because Reno has a superior rail system,he says, northern Nevada has a muchgreater advantage for product exporta­tion than sout hern Nevada.

As certified Eximbank lend ers, theseNevada ban ks will be listed as preferredbanks for lending to Nevada companiesseeking financing for internationaltransactions .

"As certified lenders we will get suchreferrals ," says Ruymann, adding that it""iII benefit Nevada by attracting newbusiness to the state and affording theopportunity to compete on the interna­tiona! level.

Digitel NetsMajor Contract

According to Digitel Business Tele­phone Systems Vice President and Gen­eral xt anaser Collin Henry, " It' s thehot thing for Nevada," at least as far as

(Continued on pagi' l Jj

14 THE NEVADA BUSINESS JOURNAUMa~ch 1987

ad.t[FULL~SEI"lV lCE:'i:;'SING

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Family BusinessA Shoe-In

For Success

Small Business of the Month Burdettes shoe store is truly a fami ly busi­ness. The Romero family, (I. to r.): Susan, Connie, Stephen, Carolyn and Sal.Angela and Phill ip (not pictured) also help out.

The hand that f eeds the Sal Romero f amily isactually a f oot- or many feet. And the f amily shoe store,

Burdeues, thrives on teamwork and customer service.======= = By Rhea Padellfor d

UN R News Bureau Writer

Editor's Note: The Nevada Small Business Development Center has initiated Q

"Small Business of the Month" program to give recognition to the important roleoj small business in Nevada's economy. This month 's winner VJtZS' nominated by the

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fter moving 11 times in 13years for the JC Penney com­pany, Salvador, " Sal" Romerowas not anxious [0 move

again. But as soon as he was transferredfrom California (0 Winnemucca, in

1975, he called his supervisor and beggedto be sent somewhere else. " I picked upthe phone when I arrived and (old myboss [Q get me the heUout of here," Ro­mero says, remembering the shock he ex­perienced at seeing such a small town sur-

TH E NEVADA BUSINESS J OU RNAUM a~ch 1987 15

""""""""""""""""""""""""""""""""""" SMALL BUSI NESS OF THE MONTH ""'''''"''''"''''"''''"''''"''''"''''"''''"''''"''''"''''"

rounded by sagebrush.Well, 11 years have passed and Ro­

mero and his family haven't left yet.

Considering he and his ....-ife, Carolyn.nov."have their own successful retail shoestore, Burdettes, in a town they havegrown to lo..·e, they have no plans toleave-ever.

Carolyn was not involved in businesswhen she married Romero . " She waskind of forced into it, but she does quitewell," he says. Romero has been workingin retail since he was 14. He was manag­ing a shoe store by the time he was 18.Soon after Romero was hired by JC Pen­ney, he became its first non-college gra ­duat e and first Hispanic manager, and atage 26, the youngest in the Western re-gion to manage his o n store.

" I love working 'ith people," Ro-mero says, explaining his early rise up memanagement ladder . "I love to take careof people's needs. I love to listen to pe0­

ple. It's too bad that larger stores havelost that attachment [0 their customersbecause people are very special to us."

Burdettes is trully a family-operatedshoe store. Romero does a little of every­thing , especially shoe repair and customerservice, and Carolyn handles the book­keeping. Willie living at home, each ofthe Romeros' five children have come to

the store after school to help customers,run stock and clean up ever since Bur­denes opened in 1980.

The three oldest children are studyingmarketing or accounting in college. Phil­tip just finished his accounting degree at

" The children havenever complained

about the fact thatMom and Dad have

a store. It 's theirlife, it 's a part of

them and it has beengood to them. "

Sa l Romefo. owner, auroenes

the University of Nevada-Reno and isnow working on a secondary educationdegree; Angela is also at UNR studyingmar keting. Susan is a sophomore mar ­keting student at the University of Neva­da-Las Vegas.

Susan attributes her interest in businessto her experience with Burdeues. She be-

gan accompanying her parents on buyingtrips when she was 14 years o ld. "Then,when I was 15. I got to pick OUI twoshoes that I wan ted to have in thestore," Susan remembers. Here fa thersays now he won't go to market withouther because of her business acumen andbuying sense ."

Stephen Romero. a sophomore in highschoo l. has a business of his own sellingsnowboards through Burdenes. " He'sbeen doing this since he was in eighthgrade. and thisyear he's do ne very. verywell." Stephen's father reports. " In fact .he sold more snowboards in Reno thanhe did in thisarea because he beats every­body's price ."

Doesn't it ever get tense for a familythat works so closely together everyday?

"No," Romero says. " Th e childrenhave never complained about the factthat mom and dad have a store. lt's theirlife. it 's a part of them and it has beengood to them."

It's so much a part of them. Romeroadds, that when everybody was home lastChristmas, no one com plained aboutspending three hours on Christmas Dayat the store. preparing for the ....interclearance sale to stan the follo ....ing day .

How is business in winnemucca, arural city ....'ith up to 6,(0) people?

"The economy has changed in Winne­mucca in the last II months ... because ofthe recent gro....th in its mining industry,which is improving the customers ' buyingpower, Romero says. This improvementis reflected in the 14 percent sales in­crease at Burdettes during 1986, he says.

However, complete customer service isthe real key [0 Burdettes' success, Ro­mero says. "It' s too bad that major cor­porations have forgotten the primaryphilosoph y of waiting on customers andtaking care of their customers. It't theGolden Rule." 0

The Nevada Sma ll Business Devel­opment Center is a business develop­ment program funded through acooperative agreement between theUniversity of Nevada-Reno and theU.S. Small Business Administration .It is designed to provide all types ofmanagement assistance free ofchargeto businesses statewide, through of­fices located at the UNR and UNL Vcampuses and Qt the NorthernNevada Community College in Elko .In addition. the NSBDC cooperateswith a variety of agencies andorganizations to provide services toNevada 's rural communities.

16 THE NEVADA BUSINESS JOURNAL/March 1987

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Four-Colorprinting

A Buyer's Primer

By Nevada Business Journal Staff '"''''''''''''''''''''''''''''''''''''''''';;;;;;

Why do printers call it fourcolor? Why don't theycall it full color? Know­ing the answer to that

question will put you well on your wayto understanding the entire process. Youwill also be better able to judge thequality of your next four-color printingjob.

The fact is that printers do not printin full color. They print in four separatecolors-one over another-in such away that the eye is tricked into thinkingit is seeing full color.

With a magnifying glass, look at anyfour-color picture in this magazine; or ifyou don 't have a magnifying glass seethe enlarged image on this page, andyou will seethat the pictureactually con­sistsof thousandsof dots, each in one ofIour colors. and four colors only- nogreen, no purple-s-four colors only:

• Yellow• Red- Called magenta, actually a

purplish red .• Blue-Called cyan or process blue,

a very light blue.• BlackNote also, that even though we say

one color is printed over another, thedots themselves are not actu ally printedon top of one anot her.

Now with your magnifying glass lookat a full-color photograph. No dots!That' s full color. It is sometimes called acon tinuous tone print because it is notbroken up by dots. A printer just cann otdo that. And that is why four-colorprint ed pictures are often referred to ashalftones.

Editor's Note: There are some pro­cessescapable ofproducing non-dot, orscreeniess, images, such as conventionalgravure and Collotype. But there are nosuch presses in Nevada. Further, these

are such highly specialized forms ofprinting that they are outside the scopeof this article.

lf you took art in high school youknow that all the colors of the rainboware made up of what are known as thethree primary colors: red, yellow andblue. Yellow and and blue make green;red and yellow make orange; and so on .The dots in a four-color printed pictureare so small and so close together thatyour naked eye cannot separate them .On the contrary, it mixes them. When

This enlargeme nt illust rates the dotpatte rn present In four-color imageson a printed page.

there are a lot of yellow dots and bluedocs close together, your eye auto­matically mixes them into green. If thereare more yellow dots than blue docs in agiven area of the picture, it will appearto be light green; more blue than yellowdocs and the area willappear dar k green.

So, to print four-color process theprinter does not take a can of yellow inkand a can of blue and mix them togetherin order to get green. He let's your eye

do that for him. He has four colors : red,yellow, blue and black.

But what about that black? If all thecolors are made up of the primary colorsof red, yellow and blue, then why addblack? Because in nature black is actual­ly the absence of color. Tum off thelights and you will quickly see what Imean . But we print on white paper-us­ually- so black is added for emphasisand the sharpening of dar k details .

To accomplish this visual trickery,the printe r must use four plates: oneplate for the image made up of yellowdots, one plate for the image made upof red dots, one for the blue and afourth for the black. Normally he willprint the yellow image first, then thered, then the blue, followed by theblack-one over another. Ah-but aswe said before , they are not actuallyprinted on top of one another; they areprinted next to one another, and tha tbrings us to the most important word infour-color process printing, the wordthat separates high quali ty from justplain awful.

The word is register.Keep in mind that each of the fou r

colors may have anywhere from zero to150 docs to the linear inch or 22,500 docsto the square inch. That's one heck of alot of dots that have to be printed in pre­cise positions, within thousandths of aninch of one another to accomplish per­fect register.

Here ' s how a four-color press works:The yellow plate-actually a thin metalsheet-is wrapped around a cylinder,and thr ough a series of rollers yellow inkis applied to it. Up ahead, possibly be­low or under , depending on the confi­guration of the press, is the red plate,then the blue, then the black. All fourcylinders are spinning like blazes and

18 THE NEVADA BUSINESS JOURNAL./March 1987

paper is firing through at maybe 1O,<XXJsheets per hour picking up millions ofdots that the pressman strives to keep inper fect register.

But is perfect register really possible?No-maybe . .. once in a while. Never­theless, cons idering today's printingtechnology, one thing is certain: if a pic­ture is so far out of register that it is no­ticeable by the naked eye. the job shouldbe considered unacceptable.

How can you tell when a picture isout of register? It just doesn 't looksharp. Check along the edges of the pic­tur e, top or bottom. If there is a hardred, yellow. blue or black edge, it' s outof register. See picture on this page. Theexample shown is highly exaggerated.What if your original photograph ortransparency was not sharp either? Thisis no excuse for it being printed out ofregister. Good printing will not make apoor picture better, but bad printing cansure make it worse.

Aside from a press that just will notregister-and there art some-or apressman who just doesn't knowhow- and there are some of thosetoo-what else can go wrong?

Plenty!Seemingly little things, like a sudden

change in the humidity, can ruin a print­er's whole day. Or he may run into astack of paper with too much moisturein it-he can ' t tell by the touch. A redink well, due to some mechanical defect ,might start putting out too much redink. or , due to lack of operator atten­tion, might start running dry and notput out enough, While the pressman ishaving a Quick sip of coffee a thousandbad images might roll through the pressbefore he finally wakes up and makesmechanical adjustmen ts.

But today man y of these problemsand hundred of others that once plaguedprinter s are monitored by computer andadj ustments art made automatically.

There are ot her factors that can leadto a bad image that are not always thefault of the printer-such as poor colorseparations. Those four colors must firstbe separated into four separate negativesfrom which the plates are made . Thisjob is rarely done by the printer. Also ,these four separate negatives need to bestripped together in per fect register. Thisis sometimes done by the printer, some­times by the color separator, and it isyour decision. See "Color Separations,

A Buyer's Primer" elsewhere in thisissue. Paper isanother factor . Paper cangive a printe r a fit. Paper is also dis­cussed elsewhere in this issue.

A WORD ABO UT P RESSESThe press described above is a four­

color press. That means tha t the papermakes one pass through the press and allfour colors are printed during that onepass. There are five-color and six-colorpresses tha t lend themselves to special

An example of a tour-coer imagethat is out of register. Note the hardedge and blurred appearance.

applications.In the stat e of Nevada there a re only

five four-color presses, four five-colorpresses and one six-color. (See directoryin this issue.) The exceptions to thisstatement are three big, heat-set webswhich represent a separate category ofprinting and are discussed elsewhere inthis issue.

There are many one- and two-colorpresses. Three-color presses are Quiterare.

THE O:"fAOLOR PRESSThere are those who will tell you that

you can't print Quality four color on aone-color press. Don't you believe it. Ifthe printer is a skilled craftsman he cando it. They were doing it for a lot ofyears befo re the two- or four-colorpresses came along. And despite their li­mitations they are still doing it. To printfour color process on a one-color pressthe same paper must be passed throughthe press four times. Unfortunately theresult is a lot of wasted paper, and theopportunity for something to go wr ongis multiplied by four . And. ofcourse. la-

bor time is also multiplied by four-andthen some.

These limitations make it difficu lt forthe printer \\ith only a one-color press tobid competitively for most four-colorprinting jobs. However, in the case ofshort runs, where it might not be &011......

mica! for a printer to fife up his four- orfive-color press, the printer with only aone-color press just might save yousome money.

THE lW~OLOR PRESS:\.Iost of what was said for the one­

color press can be said for the two­color, except that here only twopasses are required instead of four .There is less paper waste and thelabor time is CUt in half.

Buck Breidenbach, president of BeeLine Printers in Spar ks, recently in­stalled a Shinohara, one of the newJapanese two-color presses recently in­troduced in the United States. He sayshe has no difficulty bidding competitive­ly against five-color presses on shorterruns. a shorter run being about 1O.<XXJpieces.

Breidenbach notes the difference ineconomics between operating a Sl25,OCXJtwo-color press and a five-color pressthat might cost more than $1 million." Also," says Breidenbach, " my press isone-man operated , while a four- or five­color press requires two and somet imesthree men. Big difference in cost."

TI lE fiVE-COLOR PRFl;SA five-color press is simply a four­

color press with a fifth unit-a fifthplate-cylinder, ink well, etc. Since four­color process printing requires only fourcolors, why would you need a five-colorpress? If your printing job requ ires fourcolors of ink only, you don't need it.

But- what if you are printing a four­color brochure or a classy corporatereport and you want a glossy coat orvarnish on it? The printer. instead offilling that fifth well with ink. will fill itwi th varnish. Result: four colors of ink,plus the varnish on one pass.

Or, in addition to fou r-color pictures ,you may want some silver trim. Youcannot make goad-looking silver wi ththe four-color process. After all. it is on­ly a bunch of dots . So the solid silver inkis put on with the fifth unit.

Then there is that company logo inthat flat. solid. creamy white. or off­brown or whatever, and you want itmatched perfectly. Again, it can't really

TH E NEVADA BUSINESS JOURNALJMa~ch 1987 19

.... PRINTING & GRAPH,cs ""1

be done well wi th a bunch of dots . Sothe primer mixes up a batch of ink thatmatches your logo perfectly. and puts itin 'the fifth weU: pictures. plus yourmatched color logo, all in one pass.

Remember. though, that a printerwith a four-color press can do the samething, but the varnish, or the silver, orthe matc hed color . would require an­other pass thr ough the press. And re­member what was said earlier abo utone- and two-color presses.

Also-before you get too excitedabout a press's capabilities-you shouldknow that just because a primer has afour- or five-color press that does nOImean that he is printing your job on it.If his four- or five-color unit is busy, orif your run is a shan one, he is just aptto put it on a two-color press and youwill never know the difference.

So, as in the buying of an ything, it allgets down to the same bottom line:What does the completed job look like?How much does it cost? And did youget it on time1 That being the case, doyour really give a hoo t about what kindof press it was printed on? 0 Allan Creel sta nds beside a a-ector web press.

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20 THE NEVADA BUSIN ESS JOUR NAL'Marcn 1987

===== By Nev ada Business Journal Staff =====

Color separationsA Buyer 's Primer

Many buyers of four -color printinguse the word " separations" ....-ithoutreally un derstanding w hat separationsare. And because they don't understandwhat they are, they are o ften shocked attheir cost.

The word means exactly what it im­plies. The colors are separated. Since allcolors are made up of red. yellow andblue, your original picture, be it a printor a transparency, isseparated into thesethree colors wi th a negative (a blackpiece o f film} for each . Added to these isa fourth negative fo r the black to sharp­en details in the dark areas. When thesefo ur pieces o f film are stripped into po­sition, one over another, the dot pat­terns must register almost perfectly. Foran explanation of dot patterns, see" Four-Color P rinting, A Buyer' s P rim ­er" on the preceding pages.

Prior to the ntid -' 70s- and sometimeseven today-color separations werecamera-made. Your color picture was

mounted in front of a large camera.Through a series of filters the o peratorwas able to filter o ut all the co lors exceptone, say blue. He took the pict ure andwound up with a negative of just theblue from your o riginal picture. He didthe same for the red. yellow and black .When finished. he had fo ur negatives .And that is what is known as a set ofseparations.

Because the cameraman was makingnegatives fo r one colo r at a time. thiswas a slo..... process. sometimes taking up10 an hour and a half for one set of sep­arations. Then the Hell Co. introducedthe electronic scanner, which co uld scanand separa te all four co lors at o nce .Roberts G ra phics in EI Monte. Calif. in­stalled the first o ne on the Wes t Coast in1975.

With an electronic scanner, the pic­tu re to beseparated is placed on a drum.The drum spins as a light beam scans it.The beam is split into three beams. Each

beam goes to a filtered pho tocell thaidoes electronically what the camera usedto do. The informatio n is put o n a3<XJ-megabite disk d rive memory bank.Since an eight -inch by lO..inch separa..rion takes up about 40 megabites , theo perator can store about eigh t eight..inchby lO..inch images o n a disk. To solvethe d isk..full problem, the inform atio n isoffioaded to a tape•

The ultra modern laser scan ners. suchas tho se operated by Southwest ColorGraphics in las Vegas , can scan a pic..ture in about five minutes.

Usually, the color separator will pro­vide you wi th color keys. (See photo o nnext page.} A colo r key is a pos itiveproof o f each negative o n a clear mater­ial-one for the yellow . one fo r the ma ­genta, o ne for the blue and one fo r theblack. When you place these four piecesof ma terial over one another the sepa­rate co lo rs show through and yo ur eyeblend s them much as it does when youlook at a finished printed picture. Youcan get a pretty good idea of what thefinished picture is going to look like .Through a careful study of it, you canalso chec k the d ot registra tion.

Once the separations are completeand stripped int o position , the primer

_\HELL) .~ ;~'''' •..

•

l

THE NEVADA BUSINESS JOUAN AUMarch 1987 21

_____________ PRINTING & GRAPHICS ;;;;;;;;

bums a plate for each color. using theappropriate film from the separations.

There is a lot more to color separatingthan we have space to discuss bere-cdctetching, masking, color correcting,matching single piece proofs, selectingscreens-the list goes on and on. Pay avisit to your color separator; most ....illbe happy to walk you through the pro­cess. 0

A four-color image broken down in­to its four component colors. Allfour-color images are comprised ofjust yellow, magenta, cyan andblack.

ONE-STOPPOUTICALPRINTSnOp

Two sets of color keys. Color keys are proofs of color separations. Corn­prised of tour different sheets-yellow, magenta, cyan, and black whenplaced together they give a good indication of what the printed image willlook like.

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22 TH E NEVADA BUSINESS JOURNAUMa rch 1987

DirectoryOf Nevada's

Color separators

liNNOVATIVEIINNOVATIVEINNOVATIVEINNOVATIVEINNOVATIVEINN.VATIVETnundar~lrd Prlnllng InC.,411 Ganlry Way,RanD,Navada 89502 ·825-3833

AMERICAN COLOR CORP.B04 Packer Waysceos.NV 89431(702) 35S05B8Contact ewes Go«b'1

INTERCEPS2951 JakeReno. NV B9502(702) 827-2553Contact: Klm OJintana

LAS VEGAS COLORSEPARATIONS3351 S. Highland 01.Las Vegas . NV 89102(702) 733-3921Contact Larry SChettler

LODGE LASER GRAPHICSSoD) S. Paradise Act, Suite CLas Vegas . NY 89119(702) 798-7060Contact: Robert H. Lodge, Gerak:! J. Lodge

OUTDOOR POSTERS2890Vassar 51.. BuHding BReno. NV 89502(702) 784-8100Contact Dave Staley

RIVERSIDE GRAPHICS INC.1760 Deming Wa ySPa!l<S, NV 89431(702) 331-5660Contact WotfgangSolzer

SOUTHWEST COLOR GRAPHICS4420 Arville, Surte 1las Vegas. NV 89103(702) 362-7660Contact Paul Brauner

TECHNISCAN INC.1215 Kleppe LaneSparks. NV 89431(702) 359-1211Contact Dave Boles

THUNDERBIRD PRINTING& SCREENING417 GentryWayReno, roN B9502(702) 825-3833Contact: Pete Peterson

VILLAGE GRAPICS2401 W. Bonanza Rd.• Suite LLas Vegas, NV 891C16(702)64&0202Contact: Robert Pounta.n

NevadaBriefs

(COfltinuedjrom pagt 14)

telephone systems go.The Las Vegas-based company has

entered into a subcontract associationwith Southwestern Bell Telecom inwhich Digitel will install and maintainlarge Southwestern communication sys­tems sold in the Las Vegas area.

" Southwestern Bell Telecom is theprime vendor of equipment in the area,"says Henry. "They sell more switcheshere thananyone else. Having them herebrings a level of expertise that, whencombined with the local presence of ourcompany. will be a great benefit to LasVegas businesses."

With the association, Henry says heexpectsa great deal of growth. Digirel isalready a major provider of communi­cation systems and services in LasVegas . He adds that Southwestern al­ready has more switches in the area thanany other company.

" We will be handling jobs from two­to 5,CKX> lines," says Henry, " interfacingand maintaining them."

Some of Digitel's present clients in­clude University of Nevada- Las Vegas,the Sahara Hotel, Humana HospitalSunrise, the Sundance Hotel, El CortezHotel, Desert Springs Hospital and Cae­sars Palace. The agreement, accordingto Henry, will make the five-year-oldcompany a major power player state­wide in communications.

Henry says Southwestern has officesin Kansas, Oklahoma, Texas, Missouri,Arkansas and Indiana and similar ass0­

ciation agreements throughout the coun­try.

Southwestern had been lookingaround the area for a company to han­dle and install its line of equipmentwhich includes h)'brid and PBX sys­tems, telecommunications managementsoftware and ancillary devices.

Henry says that although the interestwas mutual, Southwestern approachedDigitel based on past experience andsuccess.

Capturing AHot Market

Most people consider gaming thestate' s No.1 industry. However, TomLawyer, president of Las Vegas-basedLawyer Mechanical Service. begs to dif-

(Co ntinued on page 27)

TH E NEVADA. BUSIN ESS JO URNA.UMarch 1987 23

Nevada'sFour-Color printersDirectory & Survey

Editor's note: A ll printers below do jour-color process printing.

A. CARLISLE & CO.1080 Bible WayReno, NV 89502(702) 323-5163Contact: John G. ReidNumber of Presses:

stccoor 0uvecoor: 1'ocr-coer: 1two-ecc e 2one-color: 2

Number 01 lour-color web presses: 0Number of Employees: 39Specialties; N/A

AMERICAN PRINTING1518 E, Fremontlas Vegas, NV 89101(702) 384-3821Contact ; John LucasNumber 01 Presses:

so-coer: 0rive-coer: 0tour-coer: 0two-coer: 2oeeccor: 2

Number ct tour-cclor web presses: 0Number of Employees: 30Specialties: N/A

B & K PRINTING INC.3233 Industrial aoLas Vegas. m 89109(702) 733-0253Contact: William Mullin, PresidentNumber of Presses:

so-coer: 0five-color: 0tor r-coer: 0two-color: 0one-color: 1

Number of lour-color web presses: 0Number of Employees: 15Specialties: N/A

BEE LINE PRINTERS1080 u eoa WaySparks, NV 89431(702) 359-7745Contact: Buck BreidenbachNumber of Presses:

six-color: 0nve-coor: 0iccr-coor: 1two-cok:lr: 1c-e-cccr: 0

Number of lour cotor web presses: 1Number 01 Em ployees: 10

Specialties: Direct mai l pieces, oerrcoets andbrochures. Onlyprinter in northern Nevadawrth asmall commercial web press. Automated pam­ph~t binding equipment.

BROWER PRINTING1401 ArvilleLas Vegas. NV 89t 02(702) 870.2977Contact: John BrowerNumber of Presses:

six-coer. 0five-color: 0tocr-ccor: 0two-color: 1coecoor: 1

Num ber of tour-corer web presses: 0Number 01 Employees: 9Specialties: Short-run, tocr-coor. commercialprinting, quick print.

CAL CENTRAL PRESS2001 TImber WayReno, NV 89512(702)786-2041Contact: Walt Trimt'lleNumber 01 Presses:

six-color: 0five-coe r: 2icor-coor: 1two-color: 3one-color: 0

Nu mber 01 lour-eolor web presses: 2Number 01 Employees: 26SSpecialties: NIA

CALLAHAN'S PRINTING INC.130 S, Wells Ave.Reno, NV 89502(702) 786-5981Contact: Gordon & Linda GallahanNu mber 01 Presses:

eo-ecce 0uvecoor: 0rocr-coor: 0reo-coer: 2o-e-ccor. 2

Number ollour-eolor web presses: 0Number 01 Employees: 8Specialties: NfA

CREEL PRINTING CO.2650 S. WestwoodLas Vegas, NV 89109(702) 735-8161Contact: Allan H. CreelNumber of Presses:

se-ccor: afive-color: 0

toor-ccor: 1twocccr: 2coe-cco: 2

Number 01 lour-color web presses: 1Number 01 Em ployees: 45Specialties: Four-color process for magazines.books. posters. broc hures. fliers, cards, folders,newspapers: stitching and perfect binding maga­zines, books folders: fOil stamping, embossing:die cu tting: typeSett ing: art'NOrk: stripping.

GRAPHICS 20002475 Chandler, Suite 6Las Vegas, NV 89120(702) 798-6181Contact: Jan Biggerstalt , Paula BerkeczNumber of Presses:

six color: 0Iive-co'or: 0tcc r-coor: 0two-color: 0ooe-coor: 2

Number offour-co lor web pres ses : 0Number of Employees: 8Specialties: Circus posters, prog rams. colorir.gcoocs. fan club posters for Don Johnson. Mk:haelJackson and Le-er Richie.

HOUSE OF PRINTING INC.15 E. Freeport Blvd,Sparks, m 89431(702) 358-2255Contact : Lionel G. Moore, PresidentNumber of Presses:

su-ccor: 0fwe-coor: 0tour-coer: 0two-color: 1o-e-coor: 0

Number 01 lour-color web presses: 0Number 01 Em ployees: 20Spec ialties: Short-run publications, University ofNevada-gene football and basketball programs.

MA NSE PRINTERS ANDL1THOGRAPHERSfBOWM AN ANDSONS PRINTING1700 Industrial Rd.Las Vegas, NV 89102(702) 385-3273Contact: C. BurtOtl Bowman, PresidentNumber 01 Presses:

se-cccc 1nee-ceo: 1toor-coor: 2two-coIor: 3one-color: 0

Number of lour-co lor web presses: 0

THE NEVA DA BUSINESS J OURNAU March 1987 25

... ... PRINTERS DIRECTDRY ... "'"

Numbef 01 Employees: 90Specl.lties: High quality tccr-, fiw- Of sc-ccoemagartIes and crocrores. fOiling: errbossng:diecutting: saddle stitching and perfect bi'O'lg:rscesett....

NEVADA WEB GRAPHICS451 E. Glendalesceres.!'N 89431(702) 331-4497Contact: Dale Mek;lgaard. Presidefll

Nu mber 01 Presses :Six-<:olor: 01ive<OlOr: 2IoJr-<Xllor: 2l'MXCIb': 2c-e-cecc 2

Number of lour-<:olor web presses: 2Number 01 Em ployees.: 135SpecIalt ies: Higl-quality caaccs a."'C rews­paper eeeeslor Macys.zaes.GuTai. May Co,_.QUALITY IMPRESSIO NS4601 Cameronlas Vegas. NV 89103Con tact: Lou Oliver, Trish ceoNumber of Presses:

efx-coor: 0five-colo(: 0tocecoor: 0teocccr: 2ooecoor: 1

Num ber of four-color web presses: 0Number of Employees: 22Specialties: Medium- to short-n.n tou'<:c*Oreeo­cess: foil and errtlossingv.o1<: oe o.cn;

RENO PRINTING CO.1045 Telegraph siReno. NV 89502(702) 322-2133Conta ct: Richard Stout F\obe!1 ..Ier'tsel"lNumber of Presses:

Six<Olor. 0five.<:olor: 0Iwr«llor: 11WCKOlOr: 2~: 0

Number at lour~ wee~ 0Number of Employees: 32Spec ialties: tenenxess. lot e.m~~="r;; ce w t­'...R.W. STOVALL PRINTING INC.3775 Mill 51.Reno. NV 89502(702) 786-2166Contac t: RW . Slav,.Numbe r of Presses:

sb-coor: 0lwe.eolol': 0icor-ccec 0teo-coer: 0c-eccec 2

Number ollour.color web pres.s.es:: 0Number 01 Empioyees; 3Specia lties: Shorl-ru\ b.I'<lXW menus. br<>cre-es. amual -ecors, e1C

SUPERIOR PRINTING1325 Corrmerce St.LasVegas. NV 89102(702) 384-5215Contact Joe JaccDsNumber of Pres.ses::

se-ccec 0frve-color: 0IOUf<OiOf: 0__ 0

coe-coor ,Number of foor<Ok>r web presses.: 0Number 01 Emplo yees: 10Specialties: FOil and enOOSSIl; : UI leneroressservice. n

26 THE NEVADA BUSINESS JOURNAUMa rch 1987

NevadaBriefs

(Con/i nutd/ rom pag' 2) )

Agency AddsFive Accounts

Through what agency President BobCarroll describes as "bird-doggin' andhard wo rk," Media Consultants Adver­tising-Public Relations of Reno has add ­ed five new acco unts to its portfolio .

Together , the accounts representmore than SI million in new advertisingand public relations billings. " We arepresenting each ....jth fresh new ideasthat havebeen successful." says Carroll." We have been very fortunate to haveexperience in every type of advertisingand public relations."

He says the new companies also bene­fit from the agency's experience ....ith theReno-Sparks tourism commission, TVnews, direct mailings, and public rela­tions services.

The new acco unts include Karl 's Sil­ver Club in Sparks, Winner's Hotel-Ca­sino and Parker's Mod el T in Winne­mucca, an d real esta te developers RyePatch Ran ch Estates near Lovelock an dDermod y Properties in Reno.

Media Consultants isbeginning a newprint and broadcast campaign for itsnew gaming clients.

" We're trying ( 0 get their imagearound and know'n throughout thearea: ' says Carroll, "and through theuse of print and broadcasting broadenthat base into southern Idaho , particu­larly for the Winnem ucca area."

Carroll says campaigns for each ofthe real esta te developmen ts require dif­ferent types of marketmg and position­ing techniques.

Rye Patch Estates & Resort O ub islocated on the Rye Patc h Reservoir. Arecreational area for ho mes, mobilehomes and campers is being developed,and Carroll says the company is pro­moting fishing and a vari ety of other

fConl inun! on pageJ] J

lot of money o n something they can't do....-ithcut ,.. he says.

The project founder. Mike Taylor.says the new division was a brand newidea and a chance to try out an innova­tive approach to servicing.

"By bu ying out an alreading existingan d reputable service company, ClimateCon trol is starting at a point other com­panies hope to be at:' says Taylor.

Some of the more innovative ap­proaches include no one-hour mini­mum, no travel charges , personnel train­ed in new techno logies and home-own erprotect io n plans for servicing.

tirely new division , Climate Control. todeal with the ever-increasing need in theresidential service market.

" In the past our market has been spe­cifically for commercialair conditioningand heating," says La.....ver.

"We discovered there isno o ne do mi­nant service organization in town. Whatwe discovered was a critical need for es­tablished and credible air-conditioningservice."

Lawyer says most service companiesstart when an employee leaves a com­pany he's ....-ith and gets started on hisown, and that when he becomes a littlesuccessful, he may hire o ne or two addi ­tional servicemen, and if he becomesreally successful , he leaves residentialservicing for commercial. However, headds there is also a very high mortalityrate for such companies.

"There is a lot of mistrust out there ,especially when people have to spend a

I A full service company -Spec,alizlng in: WeD & sreet Fed

Catalogs Presses

Ma9U lne5 cceciete Bindery

Brochures sevces

Posters Complete e eeess &accaers 4 ColOr teserscanner

Fine Printing Since 1891

WHEHYOURBOTTOM LINEDEPENDS ONTOP OF THE LINEPRINTING •• •

fer. He says it's air conditioning." Air conditioning may be a little in­

dustry, but it supports a very big indus­try in Nevada," he says, adding mal thebest description of the situation he hasev~·~ heard was a line on The CosbyShow.

" He had said that Las Vegas was avery unique city in that when a guyclimbs dow n from your roof and startstalking about a compressor, everyonehere knows what he' s talking about,"says Lawyer. " Just like a car , everyo nehas to deal with little problems in main­tenance and service care."

Th ai is precisely the reason LawyerMechanical Service has developed an en-

THE NEVADA BUSINESS JOURNAUMa~ch 1987 27

Dry end of paper machi ne where fi

paper:It's Not AlwaysWhat You Think

•

>

(also the wid th o f the machine), where itbegins its jou rney to the other end (thedry end) of the ma chine, per haps fourblocks away. Along the ....'ay it goesthrough a drying process . As it begins todry it is pressed through roljers-c-e 101: ofthem. T he resul t is paper of a certainthickness, hopefully of a certain ..'Cigbt,rolled onto giant rolls at the ""dry mel"of the machine (see illustra1ioGl.

Okay, so it's not rean~.. lha ~.But the information is soific:io::l: tomake an important point. aoC: if. is this:When this monster of a !Ml !M* firststarts to roll, it may be gSO-pound paper . ~m-e 3IoDg theline that order or quota b _ ;amdstock is filled. :--ooa !:he OP:::::5QI -..amsto s....'itch to -1O-poand.. Doe be iIOp themachine and start aI QIIPCr~ No.He simply begins to t:.ia~~n,

tigh ten up the n:*rs. ec.. ~ gasthe weigh t he ..'aJti. IX il. o rwhatever. He migbl 4la.-tsduring the~_

So what is the~.ad o fthose 150,' ~! ~~ beenable to go: a ca=isfa-~~ ill) thatquestion.

inches should weigh 60 pounds.So what does that tell you about

paper quali ty? Almost not hing. Weightoften has no relationship to the moreimportant conside rations of thickness,opacity and whiteness .

We' re not going to get deeply into thetechnical aspects of how paper is manu­fact ured. But know the following bit o fin formation and you will know morethan a lot of pri nters, most of whomhav e never seen the inside of a papermill. After the pulping and the bleachingand the beating a nd the sizing, and a fterthe rosin, the clay, the titanium dioxide(for opacity and brightness), and thealum, and a lot of other stuff have beenadded, the whole gunky mess is stored ina la nk at the front end of a machine thatis sometimes four city blocks long.

This stock, as it is called, is dilutedwith wat er and pumped to a distributionunit called a headbox. Thi s spreads theflow to the widt h of the machine andthe n discharges it through an orifice on­to a finel y wove n, endless wire-mesh belt

While paper is commonly identified by weight. orderingthe proper paper f or your job isn 't that simp /e. Other factors

are often more important, but are nearly impossible to specify.

By Henry C. Holcomb

In selecting the paper for your four­color printing job, and to be cer­tain that you get the paper youorde red , there is only one sure way

to go about it: At the time the job is bid,you should demand from the printer asample of the paper on which your jobis to be primed. This sample should betrinuned and folded exactly as your jobis to be trimmed and fo lded . In the caseof a period ical, such as a monthly houseorgan, newsletter or magazine. youshould get a complete dummy. trimmedand bo und exactly as you are to receiveit every issue. Written speci fications arejust not good enough because. as youshall see as you read on, two paperstocks may have exactly the samespeci fica tio ns but not be alike in anyone, o r all, of the following importantconsiderations.

When selecting or judging paper thefo ur most important considerations arethese:

• Weigh t• Thickness• Opacity• Whiteness

" 'EIGHTOne of the biggest mistakes a printing

buyer can make is to rely too heavily Of!

paper weigh t as a criterion. Weight inmany cases has very little to d o with thequali ty of the paper and can lead to a loto f disa ppoinunents and disagreementswith printers.

When you order, say , a 6O-poundpaper, just what does that really mean?In the United States, with few excep­tions, print ing papers are manufacturedand identified by their basis weight. Formo st papers on which you will be print­ing four-color (book papers, text, offset,opaque, etc.) basis weight means theweight of a ream (500 sheet s) measuring25 inches by 38 inches. So, 500 sheets ofyour 6().po und stock cut 25 inches by 38

28 THE NEVADA BUSINESS JOURNAU March 1987

WIIJIL'"ESSThere is no such thing as white paper .

If you compare several sheets of paperyou may besurprised at the difference inhue. So get a sample and compare itwith others. it is the oniy way.

Aft er all is said and done, there is no

this same stock-cwith printing on bothsides of the sheet- beca use seeing aprinted sam ple is the only true way tocheck for o pacity. If [he printer cannotshow you another job printed on thepaper you select, place a printed sheetbehind it and seeif you can seethe printthrough it. This is a rough test but it willgive you some idea of the paper' s opa­city.

Las Vegas385-7171

way you can write specifications forpaper which will guarantee you any­thing. No matter how much you knowabout pape r there is only one way to se­lect it and know that you will receiv-ethesame paper job after job. Get a samplebefore the job is printed and theprinter's assurance that your job will beprinted on that paper. And file it, be­cause if you are unhappy with the paperof a futu re job, and you try to quote alot of specifications about weight andthickness to the printer, you'll lose. He'lllead you through such a jungle of tech­nical jargon you'll never find your wayout . Keep it simple; just show him thesample. 0

Arr .nuntants and Mana~ement ConsultantsGrantThomton fiReno

~~l,'i.W.

Ro"om

order a job on 6O-pound stock. Theprint er de livers. The printing iscrisp andsharp , the paper has a nice bulky feel;you're happy. Then you place a reorder,or your next mo nth's house organcomes ou t. The paper feels like tissueand you ju st know this is not 6()..poundstock. You compa re it with the previousjob or the last issue. It is obviously notthe same thickness. Angry, you call theprinter, complaining that .. . . . this ain 't6O-pound stock." H e swears it is6O-pound stock. He' ll take you out tothe plant and show you the skids ofpape r, all labeled " 60 lb." He may evengo as far as to show you his purchase or­der to the pape r supplier.

Is he lying? Ma ybe, but probably not .But one thing is certain, you and theprinter both know- whether the printerwill admit it or not- that this paper isnot the same paper on which you had, me jast 'Job· aone;:1Jni -n\.u·!i-ule'dlt... ..

and thin of it~pound or not .wh ere' s the problem? The problem is

usually in the way the paper is coated,One paper company may offer a6O-pound paper, but because of the typeof coa ting, it will have the same thick­ness as SO-pound pape r. Another com­pany- probably the one your printer or­dered his paper fro m for your secondjob--may offer a 6O-pound paper, butbecause of the type of coating, it will beas thin as 4O-pound stock.

The surprise is that both of thesepapers will weigh in at 60 pounds . Infact , it is possible to have a sheet tha tmikes at 3.7 and anot her that mikes at":..2 Ibat.'lJ"J':. irlP.oJjr~Lin. wpjqJlt_ T he o n l'lsolution: Get a sample ahead of time,even on reorders, or at least specify that~ reorder must be on the identicalstock as the previous one .

OPACITY

Ha..-e you ever looked at a primedsheet you could see right through andread what was printed on the back side?That's low opacity. Again, there is nospecification you can write for opacity,Paper weight has nothing to do with it .Paper thickness has nothing to do withiL There are 8O-pound stocks that mikerot at seven points that you can see rightthrough. The only answer is to see the;Jilpef ahead of time, get a sample befo ret3e job is printed-and file it. Remem­::cr thou gh, that with a sample you are0Bfy looking at plain white stock. Insisttizat the printer a lso show you a job thateas print ed for some other customer on

COMMUNITY INVOLVED

1937 N. Carson Street, Su ite No. 227Carson City, Nevada 89701

THE NEVADA BUSINESS JOURNAUMa ;ch 1987 29

Nevada ForPrinters Fa

From UniforWhile there's plenty of business to go around for

the state 's business-jorm printers, most find that i ismost profitable to develop a niche and specialize.

"" By Lauren Belaustegui "" ""

•

'::;:~:; we fed weC3Il sew IW .:we .- . leehan~~~~ abolcon-5U'iIiIII5.. ~ iiiiiItIIiIt.!" customptaAl@:O--..- .;lila:: ~ an enve-101:1( f =--! .f""''''. " W e aretbt . • U! eg:a:s that isdiRaI! .. s:ockJ;x:-rnan.

says. Her..~_, life rE*5 • ~. cus-1ClIIl knIs.••_ C2!1" \-aJet. tags,

rcs.:a:ti .. d:Ic:cb SIC " We cando e\e1i~ stage to

...~~

Just one newmedical office or

accounting f irm canbring a hef ty sale

for a printingf irm.

months. The early pan of~busiest for most firms...

But while all~ "::-:::;;:..cally print the same mJCeach has carved iDmarketplace eat~

who can handle hundreds of print jobsdaily at much lower costs than if kx:alprint shops were to invest in a printingsystem such as off-set letter press.

And like other businesses which rdyheavily on generating new sales by offer­ing a bigger, better and quicker serviceproduct than the competition. thesebus­inesses experience both hectic and skrvt

While some industries are be­ginning to feel the effectsof the new tax structure,and others such as gaming

are experiencing major reorganization,the printing industry in both northernand southern Nevada is silting prettywi th a healthy financial outlook .

There are roughly 20 major individ­ual- and continuous- form printing busi­nesses in the Slate today, ranging fromthe Mom-Pop operations to majorchains w-ith stores across the cou ntry.And while there are no major plans forexpansion, none has repo rted tha i busi­ness is bad.

Thesecompanies cater to a wide vari­ety of service businesses including casi­nos and hotels. small local businessesand financial consultants.

This isone industry that directly bene­fits from new growth-just onenew me­dicalofficeor accounting firmcan bringa hefty sale for a printing finn. In fact.continuous-printing businesses have ahold on virtually every comer of themarket that uses some type of fonn toconduct business-from sta tionery tomedical forms, to keno tickets to payrolland personnel forms.

One of the industry's biggest hurdlesis finding reasonable rates to either buya press or contract the actual printingjob out. For obvious reasons, man y ofthe Silver State's continuous-prim busi­nesses take their print orders ou t of stareto larger and more sophlsicated printers

30 THE NEVADA BUSINESS JOURN~_

adds, "Our client base gets bigger andbigger."

Another successful fum has been inone family for 60 years . Sparks-basedLaird 's Business Forms is own ed by JimLaird and employs 30, ....ith offices innorthern Cali fornia. also.

P lan t Man ager Joel Riley says busi­ness is steady for the Reno fum. "Busi­ness varies. bu t I would say we get anaverage of 25 orders a day, We do ha veour own sales office. and businessthrou ghou t the year does not seem tofluctuate." he says.

This is one famil y printing businessthat has landed big accounts through theyears including First Intersta te Bank ,Ban k of America, Nevada Nat ionalBank, Internatio nal Gaming Techno­logy an d Wells Fargo. Doing 100 per­cent custom prin ting. Laird' s BusinessFonns han dles orders ranging from in­voices to stat ements to purchase o rders." We deal basically ....ith any companytha t wants custom fonns done." Rileyexplains .

Serving some of the larger customersin the Reno area has made the companythin k of expansion; the company hasseen steady gro....th over the last fiveyears in sales .

And w hile the small print business inthe state is flouri shing. national prin tcompanies are doing just as well.

The Arnold Corp.• headed up by Dis­trict Manager James McNally in LasVegas, is rat ed the third-largest primcompany in the United Sta tes for overallprinted co mmunication forms.

McNally attributes this success to"our very good reputati on in Las Vegasand across the country , We do strictlycusto m printing for mai nly hotels, theSumma Co rp ., the Boyd Gr oup an dother small businesses." he says.

McNally reports that the company'sdaily volume in Las Vegas alo ne is tre­mendous. " It varies from day to da y,but we prim anywhere from 1.<XX> to amillion forms a month," McNally says ,adding that his busiest month is Janu­ary. ....i th mid-October through the holi­da y season the slowest time.

Unlike some of the other prin t shopsin the Las Vegas area, the Arnold Corp.offices in Las Vegas are (or sales only.The las Vegas fum emp loys three sales­men ; there are a tot al of 36 salesmen forthe entire West Coast.

After a sale is made. the order is sentto Ph oenix, Ariz.• where all the prod uc-

tion is done. " We have quite a fewprinting machines, and if we need o newe do n' t have. we get a hold of one."McNally says, adding that if Phoenixcan 't handle the order other vendors arehired out.~IcNally gives a synopsis o f ho w a ty­

pical order is placed . " A CUStomerbrings in a rough sketch o r some son ofsam ple of what he wan ts. A roughdraft is made, then the cus tomer reviewsand makes an y changes if necessary , A f­ter the changes are made, the customerreviews it again , a nd if nothing elseneeds to be revised it goes to pri nt. Thewho le process tak es about two to threeweeks," he says,

The company's district manager of­fers advice to his customers. saying it is

Like some otherprinting companiesin the state, N CRgoes out oj stateto California to

get the actual printjob done.

bener to call first and have an idea inmind so they can bet ter serve the client.

With many variab les in this business,prices are hard to pin down , " There areso many d ifferent forms and so manyoptio ns to be considered-artwork. de­tail an d design-that the price can rangean ywhere fro m $150 to $1O,(XX),"McNally says.

Moo re Business Forms is o ne of thelargest printing firms in the industrywith offices both in Reno and LasVegas. According to Las Vegas DistrictManager Steve Halvorson. " We are theworld's largest manufacturer of businessforms. "

Moore has 25 offices throughout thefree world . including offices in Japan.South Am erica . Australia and Europe.xtoore has eight to nine manufacturingfirms on the West Coast alone, whichemploy close to~ people.

In additio n to offering the usualbust­ness forms. the company also offersmultiple part sets, computer forms an dmailing systems.

Because of the company's enormo ussize, owning its own presses is essential."we o....n a variet y of presses." Halvo r­son says. Moore owns a Japanese com­pany. Nippon Moore, which suppliesthe presses-which are mostly rotary ,flat presses.

Part of this company's success is uni­formity. "Our operatio ns are don e thesame at all our offices and plants," hesays. " I was just transferred from Cali­fornia and things are do ne exactly thesame."

Expansion for this company, particu­larly in the LasVegas area, is likely. " AsLas Vegas grows. we are certain we ....illexpan d to meet the gro ....t h opportuni­ties." Hal vorson says.

Another large company which servesthe state is NCR Corp. According to aspo kesman for the company, NCR sellsonly forms tha t are plain or preprinted .Like some other prin ting companies inthe state. NCR goes Out of sta te to Cali­fornia to get the actual prin t job do ne.

In Nevada. NCR' s business catersmainly to restaurants, race an d sportsbooks and variou s businesses requiringledgers and journals. The company alsomak es sensitive labels-the kind foundon meat an d produce in supermarkets.

Another company that goes out ofstate to do its printing is Nevada Busi­ness Forms of Las Vegas. This compa nydoes all the art wor k but send s the actualprint job out to plants in Southern Cal i­fornia an d Oregon.

Gayle Ellis. o ffice manager for Neva­da Business Forms, says the mai n bulkof the company' s business is servingbanks. finance compa nies, au to partstores and medical o ffices. Ellis says thecompany prints a great man y insuranceforms. " We print those ou t by the tensof thousands," she says.

A typical print job for Nevada Busi­ness Forms may include a 3 ,~fonn

order for three-pan, black ink. contin­uous fonn checks. costing about S94 perI,<XX>. Reprin ts usually run S5 to S10chea per per 1,(0).

Like so man y other businesses basedon hard sales. the printing business canfluctuate da y to da y. as Ellis explains." Some da ys art really hectic and o thersare slow. You never kno w if the sales­men wi ll have three o rders or 20." Shesays that 20 new orders a day is consi ­dered busy. but " repeat o rders don'tcount , .. we get those all day."

Reprints, for most pri nt companies.

THE NEVADA BUSINESS JOURNAU Ma;ch 1987 31

are the easiest money. Most print com­panies save their negatives or the printplates for easy and fast service.

Dealing mainly with the smaller user,Nevada Business Forms has an advan­tage in tha t the larger print companies inLas Vegas would rather deal ",i th thelarger user. " We serve the Mom and

Pop store that needs only 2.(0) fOGOll5 J.

year," Ellis says." We are an independent ...."'...

she continues. " Thai means ~ ~

shop anyv..here. If there is ""...""..you need we can hire it om. tomost capable of getting it done....

This seems to be a recipe f«

chains as sales persons~

ety of marketing SCf\~iro<~~~o..~~f:~biliry to our affiliates isfitable assignments and LA"term representa.tionmedia advertising ~ to

calls on manufaetURn.-Travers says • __...""'....

spend a great deal ol [gC'

new product it'"""__

penscos and

Heavy cost. ~bct:~ol~':':;::"use of inapo:icD::c:: arsonnd. can ..risuns, be ~'S-

-we areterm 1dati0u5our itStLaj

and fill t!J< ~:;=:­packag<d -Tea=>- tiE ........ed aiC

costly O',~~~

He savs tbe\;;:::high ~d of e:::t;e::a:a:!t

know the arct rJCZE

em~.m: =­says,s.r-_==.::indud<

sdIin< "'"~~""r"""""~-

dusn~

tiom.

water sports." In this instan ce we will be selling a

lifestyle. It is a unique project for thenorthern Nevada mar ket and will allowus to do some very innovative things."

On the ot her hand, continues Carroll," the Dermody Properties is one of themost prestigious developments in theWest, requiring a highly targeted andspecific marketing program to appeal tobusiness clients throughout the countryseeking facilities in northern Nevada."

Carroll says that in all casesthe agen­cy will be attempting to attract visitorsand investors by showing them what abargain Nevada can be.

"The state offers many differentthingsand it's 24 hours a day," he says...We wan t them to know thai there is avariety of fun, entertainment and invest­mem opportunities to be had here."

Alt hough the agency is Reno based.Carro ll says it has clients all 0 \"0" Ikstate. "It' s no t hard . Nevad a is st illsma ll eno ugh fo r us to represent clientssta tewide.' ,

(Continued / rom page 17)

NevadaBriefS

Marketing NetworkServes Manufacturers

It loo ks like Nevada manufacturersare taking advantage of a new organiza­tion established to specifically handleselling and merchandising needs.

National Brokers Service Networkspecializes in maximizing the marketingand selling ability of manufacturersthroughout the country. Several Nevadacompanies are already involved , repo rtsRonald T . Travers, president of the ser­vice, although he declined to disclosean y names.

" National Brokers Service Netv."or k: isa sales organization," says Travers." We represent manufacturers and man­agement. Our people call on the ma;a

32 THE NEVADA BUSINESS JOUA"' .z.._

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QuickPrinting

(Co "tinutd/ rom JNlrf! 7)

ers.'The printing industry is ranked third

in growth potential over the next 10years. Such growth is usually accom­panied by change. and that is certainlythe case here. " Major advantages arecoming," says Copy Cat's Serres. " Las­er printers may take the place of typeset­ters. I just received new equipment thatmay be obsolete in two years."

Xerox is currently marketing a systemthat account representative Louis says isalready receiving much attention. Nor­mally, copy houses work from a masterdesign that the customer brings in, .....hilequick printers create the master them­selves. But the new Xerox system willallow copy houses to both create and reoproduce documents via computer.

Louis predicts this " desktop publish­er" or "documenrer," will "have a ma­jor impact in the next couple of years."Right now, typesetting is the only thingit cannot do as well as the printingpress," but the technology isalways changing.It' s only a matter of time," says Louis .

Though not intended to replace press-­es ("Some items willalways bedone bet­ter with a press-each serves it's pur­pose" ), me new Xerox system, Louisbelieves, will put copy stores on a mo reequal footing.

"II 's incredible-c-I've never seen amachine like it," raves Karen Mart in,owner of The Co py Store . . . and More,one of Reno 's newest copy houses .Ho wever, she does not believe it willsoon become standard equipment; "Thesmaller stores won't make me invest­mem [approximately SIOO,lXX>] forsomething they won't use that often."\-Ianin believes they ",iII continue tofarm out typeset ting jobs.

Carl Bru nson, own er of PrestigeGraphics in Las Vegas, agrees . "The do­cumenter would be nice to have, but youneed a qualifi ed sta ff to operate it . Fortheaverage business it JUSt isn' t viable atthis time. The machinery is too costlyfor the use it would get."

Xerox' Louis believes people such asBrunson are unde restimating its futureimpact. " If they want to Slay comperi­tive, they ",ill have to have a desktopi'Obiisher. It 's just too powerful to ig-GOre."

"If it increases the capability and pro­ductivity of the industry," adds LarryTaylor, " its effect can only be positive.The [resulting] competition also helps.New equipment separates the men fromthe boys."

Far fro m being intimidated, quickprinters are welcoming the technologicaladvances. P DQ's Carns predicts the do­cumenter will also enhance the printingindustry. " Enligh tened quick printerswill have this system as well, with a mo­dem attachment . A company could thentelex an image that was done on theirmachine, that we could then reproducewi thout any proofmg problems."

However, he admits it may causesome difficulties for "~10m and Popprinters" with one press and a smalleroperation. -«T nai's the 00"'11 sloe 01technology-its expense makes it hardfor people to get into the industry cheap­ly and still provide the services that arebeing demanded ."

Prestige Graphics' Brunson thinkscopy sto res may be facing high-techthreats of another kind. " Their businesshas decreased because more compani esare putting in their own copy machines.It used to be a luxury. now it' s a neces­sity."

" Some peop le thought [the industrywould be hun) by office systems," re­sponds Kinko 's Knolton, " but the resultis just the opposite. It has created morepaperwork."

If anyone is going to play catch-up,

the consensus says it ",iII be the quickprinters. " They're used to the oldways," says Louis. " The printing presshas been around for years and years.They' re going to have to adapt with thetimes, maybe stan offering other ser­vices also."

" The plain old black-and-white print­er is fading like the comer grocerystore," adds Brunson . " The trend in theindustry now is leaning toward primersthat can do everything (four-color print­ing, erc.)"

And PDQ agrees. Cams sees " spe­cialization in a very finite area of themarket" as one possible option forsmaller printing operations. Otherwise," Ind ustries change. We're still on thefirst floor of a hundred-story building.'h)u'mtI,'t" [b-~r.t~·Wfth·bn=~rJn:tfl ·hff:1Ih

or fall by the wayside."But change is not alien to this indus­

try. It wasn't very long ago that copymachines cou ld only produce one copyper minute, and a lousy copy at that. Inthe future, "the ones that will stick it outare those who do not consider newequipment and competition a negativeaspect of business," predicts Taylor.

Now. '"ith yet. another challenge com­ing in the form of portable hand-heldcopiers that rC'tail for under >;00, the in­dustry 's adaptability will again be tested." The main dung, always, is to help thecustomer." proclaims Tom Cams-andthat attitude may just be the key to sur­..-ival. 0

THE NEVADA BUSINESS JOURNAUMa~ch 1987 33

PROfESSIONAL PEERREVIEW INCJill

"TOGETHERWE CAN CONTROLHEALTH CARE COSTS"

TheSliver DomefCotllinuedjrom JKlg~5)

causeof budget restrictio ns it would bea..'irtual waste of time 10 seek additionalGeneral Fund money .

Lawmakers LaudFilm Division

If a sta te 's agency 's success werebased on its abilit y to spend little whileattracting big dollars, the Economic De­velopment Commission' s film divisionprobably would lead the pack .

Bob Hirsch, who runs the film divi­sion, recently told legislators the di..ision

ha d a key role in drawing film and tele­vision-show producers to Nevada andthose productio ns in turn brought morethan $30 million into the stat e last year .

Hirsch got credit from legislato rs forthe division' s role. The lawmakers wereespecially pleased because the film divi­sion has operated on a budget of only$200,lXX>. That budget is nearly dou blethe budget for the di...isionin flSC31 l984,the first year o f its existence. But the lat­est re...enue-generaring figures are nearlythree times the $13 million generated inthat fIfSt year .

P ro posals considered ~. ~tors

this session to make Hirsch 's job a limeeasier include ODe plan to pemDl out-of­stare companies to JrOduo= motion pic.tures in Se-.11da ...ithrot qmif)ing to dobcsioess bere. Wbile ce quaifioarionprocess is~ simple. the O::a is 10offer ODe IIXre irrlncmY!Y to the CQIll­

panies in or.:kr to moaU the Siwcr State

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rial~ recoecs ~ !:::Ie & ,OM;" De­..cto,".... 0 • L"'ader thisplan. tat ,.-,i '..- eaeod toa diem ol 1:!lr . . makesi!~ KqIR!iit • .., docu-~ CI'" tbe COOl-

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34 TH E NEVADA BUSINESS JOUANAUMa~ch 1987

ourost

Under one plan, by AssemblymanJohn DuBois, Rcl.as Vegas, able-bodiedpeople on welfare would undergo train­ing in effo rts to get them " back into themainstream of society," DuBois says.

Another plan advanced by Gov.Richard Bryan suggests that food-stampand Aid-To-Dependent-Children reci­pients be screened to see what training,counseling or on-the-job training wouldhelp them . 0

da's welfare caseload turned up this le­gislative session, in what authors termedan effort to " break the perpetual weI·fare cycle."

Such proposals have been advancedwith no success in past sessions. But thistime advocates are armed with reportsthat show such " workfare" programshave helped to produce sizeable reduc­tions in welfare caseloads in states suchas California.

You can protect your property withinsurance... but what about vital con­tracts.financial records .and billingdata? Losing records to fire.earthquake.crime, or other catastroph es couldthreaten the life of your business .

:\()\\. youcan protect precious docu­ments or other valuables in maximum­security storage at The Vault inReno.T he Vault protects your valuables witha modem. fully computerized electronicsecurity system, plus 24 ·hour armedguards. All storage units in T he Vaultare concrete and steel reinforced .Thestructure has been built to exceedthe security specifications of privatevaults . And special temperature andhumidity-controlled spaces assure utmost protection for magneticmedia.

Even the best insurance coverage can leave your businessexposed to disaster. CaU today for a quote on The Vault's variouslysized spaces for anything that's too valuable to risk .

1\\OOld you losebusiness ifyouyour recordS?r---------..I

ProtectionFor Corporaten',uto,s U'\l~\\

As expected, corporate lawyers werequick to endorse a plan this session togive corporate officers and directorsgreater immunity from lawsuits filed bystockholders and others.

According to their testimony beforethe Nevada l egislature, the growingnurnbeI of \awsuhs med a~ffi\ ccrpcr­ate officers and directors has made ittougher and tougher to recruit talentedbusiness people to sit on boards.

Russell Mix, representing Horn &Hardan. Co ., says that without the ex­panded immunity "composition of theboards of directors " ill be limited tohired management and majority share­holders, with no moderating influencefrom outside directors. "

Raben Marshall, a lawyer for Penn­zoi l, told the legislators that Nevada willfall behind in the race to att ract newcompanies without the plan since varia­tions already are on the boo ks in otherstales, notably Delaware.

"If Nevada truly wants to be a cor­porate haven, then we have to send amessage to corporate America that thisis the place to be," he says.

\\bile some concerns have been voic­ed about rights of minority stockholdersin a company. legislato rs were told theminority stockholders would be protect­ed by existing law from obvious miscon­duct.

"Workfare"ot "welfare"

Plan proposed

Another Bryan veto sustained thissession, on the Senate side, was ameasure that would have allowed utili­ties to charge customers for constructionof power plants before any power wasprodu ced.

The measure also would have given autility a say in deciding which indepen­dent auditor was to conduct an exami­nation of the utility's books. Bryan hadsaid an audi t conducted under such cir­cumstances couldn't be truly indepen­dent .

vteasures designed to pUI welfare re­~ts back to work and reduce Neva-

THE NEVADA BUSINESS JOURNAUMarch 1987 35

"Last yearIbought the

PrudentBuyer Plan.This year,

I'm sold on it:'

NevadaBriefs

(Contin ued f rom page 3])

to Swain. All of its cards ',','ill now beproduced in the Sparks' plant, which re­places the factory in San Bruno . Labelsand canons will also be produced inNevada.

" I believe the cost of living (in Ne­vada) is the lowest in the country ,"Swain says. " There is no income tax,

Last year a lot of:-;evada businessesboug ht the newPrudent Buyer Planfrom Blue Cross and Blue Shieldcf xevada.

This year; they're veryglad the ydid.Because inamarketplace littered

with broken promises, Blue Cross andBlue Sh ield havedeltvered on theirs.With good benefits. And lower costs.

That's why95 % of the businessesth at signed up tor Prudent Buyer \astyear are staying with it. and why moreare signing up every da~:

Very simply, the Prudent BuyerPlan works.

Buy it. And you'll be sold.Can your broker or Blue Cross and

Blue Shield representative. In LasVegas: 382-3302. In Reno: 788-7519 .

low cost for land and Sparks is cent rallylocated . We think this will be a growingcenter for distribution in the country."

Initially, H .S. Crocker will employ 55to 75 people in Sparks with a potentialfor 100. The company is set to beginoperat ions on May I.

"Sparks has the service industries weneeded and there was an existing ware­house," says Swain of why Crockerpicked Nevada for a new location."We' re all very excited about the helpwe got from the governor and the state,too. "

1beI'ludentBu~ell'\an .It delivers onthe promise.

The,igh\ mtl~eftl' ~U, busl1\ess.The Prudent Buyer Plan.

+'! Blue Crossi ; n Blue Shield~ U o!"le~ada, ,

Hospital opensOutpatient Drug Clinic

Saint Mary' s Hospital in Reno hasopened a new Chemical Depend encyOutpatient Treatm ent and RecoveryProgram. II is a one-year, three-phaseprogram designed for the treatment andrehabilitation of substance abusers andtheir families .

Treatment sessions include family andgroup therapy. educationakkillsgroups, relaxation training and stressmanagement, assertiveness and commu­nication skills and a step program forpositive living. Indivi du als are in theprogram four hours a day, five days aweek .

"A person who has a real problemneed s za-hours support," says JoanneFaretto of Saint Ma ry's. " But somepeople need nOI be in the ho spital 24hours a da y. Inpatient care runs from$7,00J to $ IO,OOJ for six weeks. Th at' spretty unaffordable for a lot of people."

Th e cost for Saint Mary 's outpatientcar e runs around $3,00J for six weeks,Faretto says. Some employers wo n' t al­low employees to take off wor k for in­patient care, and thus outpatient treat ­mem is their only alternative, she adds..

The outpatient program is open 10people 18 years of age and older whoare experiencing substance abuse pro­blems. 11 is best suited for persons who:do not have medical or psychiat ric con­ditions which require inpatient treat ­ment , are able 10 maintain absti nenceoutside of a struct ured environment , areunable to go into existing inpatient treat­ment because o f family, wor k or finan­cial obligatio ns a nd who have a suppor­tive family -social system which will en­cou rage abstinence.

Patien ts can enter the progr am bycalling the center, or through referralsby a physician. employer, fami ly mem­ber or friend. ~1edkare and employer'sinsurance CO\efS the outpatient pro­gram. Th e hospital also aids in setti ngup affordable payment plans.

New TechnologyBrightens Reno

There is a bright OC\\ ' light o n thehorizo n in Reno and it's sitting on top ofthe Peppermill Hotel and Casino. Morethan a million feet of acrylic o ptical fi­ber created the largest fiber-optic signsin the world which grace the nonh andsouth faces o f the casino 's new tower.

36 TH E NEVADA BUSINESS JOURNAUMa;ch 1987

Buildings

INDUSTRIALCOMMERCIAL

T11t .up eoner.'.

Coner.'. block

and S t • • 1

CARSONem,NEVADA

( 7 0 2 )

883-7069

Nevada State Capito l

" In a community center you knowwhat you want (shoe repair, cleaners,etc.) and you can go in an d do yourshopping and get out in a hurry. They' remore convenient for shopping."

Target, a division of the Da)10n Hud­son Corp . of Minneapolis, emphasizeseveryday goods that customers can usefrom men 's, women's and children's ap­parel to housewares, home furnis hings,health and bea uty aids, cameras, elec­tro nics and spo rting goods.

Target currently operates 247 stores in22 states with annual sales in excess of

(Continued on page J 4)

where Nevada's past and presentlead to a future with promise."

~SHAW

CONSTRUCTION CO.

"CARSON CITY . .

Si nce 19 5 5BUILDING

Neva da State Museum

~~CAQSON~CITY

'lIIIliiiiiiii.CHAMBE ~ ofCOMMERCE

store an d 75,OOO-square-foot Mervynsstore as anchors; an d The DecaturCross ing Shopping Center at the north­west com er of Decatur Boulevard andMeadows Lane with a IOO,OOO-square·foot Target store and a 27,OOO-squa re·foot Marsha ll's store as anchors.

" It's unusual when you have an op­portunity to go into a market with sucha strong tena nt as Target an d securestrategic areas as in Las Vegas," saysDean Beck, presiden t of Beck an d Asso­d ates. " These will be different types ofcenters, open and not enclosed likemalls.

" We think the sign is a reflect ion ofthe ' high-tech' trend of the '80s," saysGeneral Manager Phil Bryan . "We havea beautiful new hotel and the mostbeautiful sign in town reflecting it. "

Brya n says the sign really compli­ments what the designers and architectshad envisioned for the new hotel.

Only 20 light bulbs are needed to lightthe two signs that measure 140 feet withletters 14 feet high . Magic is made whenthe light is bounced off mirrors, passedthrough filters, a color wheel and finallythrough approximately lOO,(XX) fiberoptic tubes with a special refractive coat­ing to keep the light inside the tubes.

Bryan says that since the color wheelis computer do minated the hotel can doanything it wants in the way of lightmovement . He add s that because of theway the sign is constructed, it is brightenough to be seen fro m a distan ce offive miles and yet close up is not sobright as to be irritating. " Wh en we firstlit it, some of the media said they weredisappointed ," he says. "They said theyfelt the sign would be brighter and yetthe fart her out people got the brighterthe sign appeared ."

Bryan says the sign had been the topicof extensive deb ate. It was a very expen­sive sign, he says, how ever it uses lesselect ricity a nd is nea rly trouble free." It' s a lot easier to change 20 light bulbstha n it is thousa nds," he says .

" We receive more compliments onthe new sign than anything," Bryansays. " We are constantly hearing storiesabout peo ple just watching the way thecolors move. We like to think of it asour sculpture in the sky an d we' re veryproud of it ."

Developer TargetsSouthern NevadaRetail Market

Los Angeles developer Dean A. Beck& Associates Inc. , in a jo int venture withGlenFed Realty, a subsidiary of Glen­dale Federal Savings and Loan , brokeground recently in Las Vegas for threecomm unity sho pping centers.

The venture will develop The Mary­land Crossing Shopping Cente r at thenort hwest corner of Maryland Parkwayand Flamingo Road .....i th a 100,(0).­square-foo t Target store as the anchortenant ; The Nellis Crossing Sho ppingCenter at the southeast comer of NellisBoulevard and East Cha rleston Boule­vard with a 73,{)(X)-square-foot Target

THE NEVADA BUSINESS JOURNAUMa;ch 1987 37

• Free Listings.

COMINGStatewide Office &

---------------------_....

Editorial Concept: T he Office GUide w ill b e rTluch rnor-e than Ju s t adirectory It w ill b e a ccrncrece ec suor-ter pack age t h at w ill pro­mot e the e n t ir e s tate o f Nevada a s a coen-eee r e location d es­t inatio n . Feat u re art ic les W ill h ighlight the POSitive espacts o four s tate's b u s ineee e n vu- o n roen c N ew construction e c t avet ies of office bUildings a n d Ind u s t rial office p arks throughout

t h e state W ill b e d iscus s ed In clu d e d ereo w,1I b e profile s ofssorr-e of our outstanding office ccrociex ee e nd the ird e velopers.

Who Will Use The Guide? L e a S ing age n ts and brokers,work ing W it h prospective t enants, W ill u tsuz e the GUide t oobtain mtor-rnecron to t e ctuc e ce the office m o v e. Com­p anie s seek in g In f o r m a tion o n opening. exp e n d in g o r r e­

lo c a t in g .

Building Listing: L istings W ill In clu d e a ll of the In f o r ma­t ion s h o w n on the for m o n t he feclng p age O fficem ark et m aps W ith b Uilding lo c a tio n s keyed to ececmcareas W ill b e In clud e d

38 THE NEVADA BUSINESS JOURNAUMarch 1987

Zip _

Phone, _

Sta te _

'ro ta t Sq . Ft . _

l easable Sq . FI. Currentl y Available

Numberof Stor ies__

City _

ae te per Sq. FI. per Year:Rangesfrom $ to $ _

This informati on supplied by' Date _

Leasing Com pany' _

Address _

Year O Under Construct ionBuill Year of Complel ion _

• Free Listings.

Building or property name' _

street Address' _

City Zip Code _

Cont act Person' _

---------------------------------------------------------------------------------------1BUILDING INFORMATION FORM

(For Your FREE Listing]If yo u have a muur-tenent commerc ia l building or industrial park please fill out the form andsend It to us for your FREE li st ing In the Office & Industrial Space Guide.

If You Have More Than Ona Building Or Park Submit A Separate Form For Each

Type of Bu ildi ng D Off ice Ij o ttrce-c cnoc tr o tnce-aetan Shops D Ind ustria l D Warehouse D Retail Shops

D Ofl ice Mixed Use (desc ribell _

JUN E '87ndust r ial Space Guide

Phone _Bui ldi ng Owned by'::::-:::::-;;::;:".- _(For Veri fic ation Purp oses Only)

D Please send me an Ad vertis ing Media Kil.

Retu rn th is form to : Nevada Busine ss Journal, 1641 Sunset , Suite B·117, l as Vegas , NV 89119 or Phone 361·1085

ACTIVITIES FEATURES & SERVICES UTILITIES

~- - - - - - - - - - - - - - - - - - - - - - - - - ---------------- ------------------------------------------TH E NEVADA BUSINESS JOURNAUMa~ch 1981 39

0000000000

Please Check1n

Appropr iat eBoxes

A Litt ecompetitio

Goes A Long wayWhen Nevada hotels began creating in-house print shops,

the state's printing and graphics industry woke up andstarted offering better and more services.

"""""""""""""""""""""""""" By Nevada Business Journal Staff """"""""""""""""""""""""""

~ (rlght), manager,! Co. of Nevada

_ bas threeJacgnis and rae­

dale out-of-w-ll --v.1II:n ~. are in

"D for~ cbc:b CI" ID . bus iness~ .-::2iIi~npl~" ~~ \Iunon ' s

sea. .~. aeads tip purchas-

~·E » ; ~ne seemed10 ~ ling expertise

. ~ over the hill­F' 5&.:fSCo--and maybe

those days theywere right. "

one. In 1984 he installed a five-colorpress. Last year he installed a six-colorpress, the only such press in Nevada. InJuly of 1986-after only I ~ years in thebusiness-c-ex-rancber ~Iunon Bo....manmoved Manse Printers Do a i O.OCO­square-foot f~· CIA I.tdzsuial Roadand changed the D2me iO Beeman an dSons Praxers,

" FOlI!"...:ob ~ ;rixing hascomeo{~c.~-a»...- _ Bowman."Tbere is ~~~ -=ed for cus­~ ~ ~ ~~ada has

Ii)(JR' u.s~~ with theto........ 10 ~ tilcir needs,"..\nd __ is~ ...~3lixu. l"~"3.da

....... ca h- '" oithe Bow-3:115 ~ Neva­

Je:Oant is the

~=~=c.:,,~. publish"

~

mostly newspapers. Although this pressin not heat -set. it will print process four­color of newspaper qua lity. On it, Creelprints such publications as the TheBullseye, Bingo Times, Markel Basketan d Showbiz magazine. The insidepages of Showbiz are printed on news­print. Creel prints the slick, coated out­side cover on its four-color. sheet-fedpress and then binds the two together.

In nort hem Nevada. out-of-sta teprinters were more accessible to Nevadahotels and other Nevada printin g buy­ers. Says John Reid . manager of A.Carlisle and Co. in Reno , "In those dayseveryone seemed to think of the prin tingexpertise as being over the hill." By overthe hill, he means San Francisco." And," Reid adds, " in those days may­be they were right. In those days SaIlFranci sco tho ught o f the Reno-Spararea as being . its backyard-e-ns ~­

ritory."Reid recalls that A. Carlisle printed its

first process four-color on a one-colorpress 18 year s ago. Tod ay, the companyoperates one of the four fj'-e<Olorpresses in the state which it installed ill1979. And Reid says a six-color pn:ss ison the way.

In 1972, a Pah rump VaDey rarrltcr.with absolutely no experience i& .aeprinting business, but a.ppa.renUyplenty of busin ess savvy. took a k:lok •Las Vegas and decided the l.CNo ~

another pri nter. He rented a ",..~..bought some equipmca..an ybody could sa~ "bfXj 1llr~

Las Vegas primers fociIdwith an other ~--.: a

n T here' s nothing like a litt lecompeunon to wake upan industry that' s beensleeping and dragging its

feet," says Allan Creel, president ofCreel Printers in Las Vegas, as he remi­nisces about the ear ly days of fou r-colo rprinting in Nevada. It' s a statement trueof any business, but in this case he is nottalking about competition from otherprinters. but com petitio n from the pri nt­er's own customers.

For many years the big hotels inNevada , especially in Las Vegas, hadbeen the market base for prin ting. Then,as the '60s became the '70s, Nevadaprinters were shocked to see many of thehotels installing their own in-house prin­ting p lant s. One big hotel executive putsit bluntly: "We simply were not a ble toget the quali ty, quantity or service thatwe had to have-especially when it cameto fou r-color process printing. And be­cause of deadlines it was not alway sprac tical to go out of state. "

Creel Printers saw the trend and in­stalled the first two-colo r press in LasVegas. The Cree l family had been print­ing in Las Vegas since 1953. Allan beganrunning the business when his fat herdied in 1970. Later he instal led a four­colo r press, still on e of only five suchpresses in Las Vegas.

Tod ay the company has 55 employ­ees. In add ition to being on e of the onlyfour printers in Las Vegas with a pressthat will print high-quality, four color inone pass through the press, Creel alsoopera tes a high-speed , five-unit webpress on which the company prin ts

40 THE NEVADA BUSINESS JOURNAUMa~ch 1987

j..."",,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,,, PRINTING & GRAPHICS ""'''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''

ing, "They don't have to carch a cabacross town."

But despi te all this progress, as late as1978 there "as still one impo rtant tech­nological need in Nevada' s four-colorprinting industry yet to be filled: Buyersof four-color processprinting still had togo out of state for their separations, andusually relied on the printer to do thisfor them. Buying out of state was ex­pensive and time consuming, and theelement of control was greatly reduced.

Working in the printing plant of theLas Vegas Hilton Hotel- .....hich inci­dentally still operates one of the largestprinting plants in the state-was a youngman named Larry Schemer. It was apan-time job at the Hilton because hewas also a pan-time teacher at Clark

"There's nothinglike a little competitionto wake up an industrythat 's been sleeping anddragging its f eet. ..

Alla n Creel, presidentCree l Print ing Co., shown(right) with Don Manarina , manager

THE NEVADA BUSINESS JOUANAU March 1987 41

County Community College. Afterfour-and-a-half years at the Hilton andhaving to deaJ with out-of-state separa­tors, Scheffler decided it was time LasVegas had its own. Scheffler admits thathis knowledge of the color separatingbusiness at that time was almost nil. Heteamed up with Linda Fernandez whoseexperience was even less-she had spentthe previous 10 years as director of so­cial services at Sunrise Hospital. Never­theless, in 1978 they ordered the equip­ment and became the first color separa­tors in Las Vegas- Las Vegas ColorSeparations Inc.

In those days Scheffler and Fernan-

dez used a camera separator system. Ittook and hour and a half to make oneseparat ion. In 1980 they bought a scan­ner and the time was cut down to 22minutes. In 1982 they upgraded to a las­er scanner and the time went down toabout five minutes. In 1985 they ac­quired a Hell Chromacom Paginator, ahighly sophisticated piece of equipmentthat will remove your girlfriend' s ear­rings, reshape her nose without leaving ascar, change the color of her hair, or hereyes, or her bathing suit-or even takeher bathing suit off if that' s your wish.It will remove pimples from her face orunsightly telephone poles or garbage

cans from in front of your office build­mg.

Scheffler is a strong believer in doingas many things electronicallyas possible.Speak ing of electronic stripping, hesays, "Remember, as the day growslonger, a man or woman gets tired, theeyes get tired, the human slows downand makes more mistakes. Toward theend of a long day when they strip thosefour negatives together they don 't al­ways register. But a computer never getstired or slows down. You push a buttononce and those four colors are strippedtogether electronically- precisely thesame way, again and again." He goes so

42 THE NEVADA BUSINESS JOURNAUMa,ch 1987

" We grew tiredof the out-of-statebattle, so we installed ourown scanner. "

Dave Staley , president ,Outdoor Posters Inc.

far as to state, " In a few years there willbeno such thing as a hand stripper-it isa disappearing craft."

Today there are 10companies provid­ing color separat ions in the stale ofNevada and four of them are in LasVegas. None of these separators uses theold camera separator system. They alluse Hell Scanners. and most of them arethe modem laser type, costing in thearea of 5250.(0) or 5350,OOJ.

Demonstrating and installing HellScanners were two technicians Q UI ofHeU's New York office-s-Paul Braunerand Rick Moretti. After eight years wi thHell. they grew impatient with showingothers how to get into the business anddecided it was time they did so them­selves.

" J[ only took a few trips to Las Vegasfor us to realize the tremendous poten­\\2l ~'t:' ~)"i. ~\I3l;.,.ti. . "tt was a l&[Qw-

THE N EVADA BUSIN ESS JOURNAUMa~ch 1987 43

"Despite all ofour electronics and

computers, strippers asnecessary craftsmen will be

around a long time. ..

Paul Brauner, shown(le ft) with partner Rick Moretti ,

Southwest Color Graphics

"'u.1on Bowman, president,30wman & Sons Printe:s (sealed),MttI Carole Bowman, secretary.neesurerand son Anthony

(Lef t)"There's no longerany need to go out of stalefor high quality printing.We have more than enoughprinters and the technologyto serve any printing need. ..

"""""""""""""""""""""""""""".. PRINTING & GRAPHICS """"""""""""""""""""""""""""""""""""

ing community; we liked the climate; weliked (he tax structure ; and we liked thelow cost of doing business in this state.And there was only one other color se­parator in town."

They opened Southwest ColorGraphics in 1980 and started right outwith a Hell model DC-300 laser typescanner. They sold that in 1983 and up­graded to a CP-340 and later added aCP-34I . The CP·340 will make separa­tions up to 40 inches by 50 inches, thesize frequently used for posters. Withtwo scanne rs they have become knownfor their overnight turn-around.

Southwest Color Graphics is a full­service color separator. In addition toscanning, the company also does strip­ping. There are color separators in Ne­vada who do nothing but scanning. SaysBrauner, " Ninety-five percent of the

«In a fe w years therewill be no such thing as a

hand stripper. It is adisappearing craft. "

Larry Scheffler, partner,las Vegas Color Separations

44 THE NEVADA BUSINESS JOURNALlMarch 1987

8 ow m.n . nd S on ~

Print in g

side Graphics, one of the largest four­color separato rs in San Francisco, open­ed a plant in Spar ks. The companybrought a complete technical sta ff withit and then proceeded to hire and trainNevadans. Currently Riverside employs28. Says Wolfgang V. Selzer , presidentof Riverside, " We had very litt le Neva­da business when we moved here. Mostof it was channeled (0 us out of SanFran cisco. Now 40 percent of ourbusiness is from w-ithin the state."

Riverside Graphics recently installed aS)1eX Pagi nator similar to Larry Schef­fler' s Hell Chromacom Paginator in LasVegas. Which one can do the mostmagic tricks and at what cost is open todebate. Solzer is very proud of River­side's high-tech equipment. " With suchmodern technology we can do manymore thing s today than we could justtwo years ago with fewer people, and doit more efficientl y."

The days of having to go outside Ne­vada to find printers and color separat­ors who offer high technology, versatil­ity and service have been gone for sometime. Loo k over the directories in thisissue and pick one om . 0

percent of Southwest's business nowcomes from outside the state.

In January Southwest Color Graphicsmoved into a larger and more modernfacility-6,OOJ square feet at 4420 Ar­ville.

Meanwhile in Reno, Outdoor PostersInc. had been printing l4- foot by48-foo t outdoor posters in process four ­color for 21 years. Get up close to one ofthose posters sometime and you will seethe dots discussed in the " Four-ColorPrinting, A Buyer's Primer" article else­where in this issue. Like any other print­er of process fou r-color, OutdoorPosters needs color separations. "Wegrew tired of the out-of-state battle,"says Dave Staley , president . " So we in­stalled ou r own scanner." Now OutdoorPosters supplements its poster revenueby doing outside color scanning.

For some time now there have beentwo other sepa rators in Reno and threein Spar ks.

And then, over the hill in San Francis­co, people began to realize tha t theReno-Sparks area was not just theirbac kyard , not just a ter ritory to be call­ed on from time to time. In 1979, River-

THE NEVADA BUSINESS JOUANAU March 1987 4S

IN NEVADA . . .FOR NEVADANevada 's Largest and Most Complete Commercial Printer

1700 INDUSTRIAL ROAD ' LAS VEGAS, NEVADA 89102-2609(702) 385-3273 1(702) 388 -7500

man se.... ' n ; n.n '~..· ..

work we do involves stripping. That 'swhy we installed the Cadograph."

A Cadograph, sometimes referred toas a CAD, which stands for "ComputerAssisted Drafting, is an almost thinkingmachine that can electronically cut win­do ws for photos, draw lines for bordersaround photos in any point width­cleaner and straighter than any artist orband stripper ever dreamed of doing.

" But, despite all these electronics andcom puters," says Brauner, "stripping isstill a highly skilled craft, and stripperswill be around for a long time. "

News of Southwest Color Graphics'versatility and fast service spread rapidlycctside the borders of Nevada. A full 85

Wolfgang V. Setzer, president,Riverside Graph ics , Sparks ,beside Hell Scanner

"With moderntechnology we can do manymore things than we couldj ust two years ago and withfewer people-and do itmore efficiently. ..

AD AGENCIES

To choose a Nevada advertisingagency you first have to findone. You might think thiswould be a simple matter of

turning to the yellow pages and lookingunder the heading "Advertising Agen­cies."

Wrong!In the Nevada Bell yellow pages, re­

presenting most of northern Nevada.there are 63 companies listed under"Advertising Agencies." In the Centelyellow pages, representing most of thesouthern Nevada. there are 98. Out ofthis total of 161 listings, fewer than halfare bona fide advertising agencies.

So if you are looking for an agency.and get the idea that you \ViII pick up thetelephone and chat with a few-kind ofsurvey the field-you are goingto wastetime talking with publishers. typesetters,an services, advertising novelty distri­butors, mailing-list houses, photograph­ers, printers, sign painters, industrialfilm makers and jingle ....Tite rs. They areall there.

Consequently, the need for this direc­to ry.

In sending out our surveys we made

every effort to limit our search to bonafide adv ertising agencies. That does no tmean that this list comprises all suchagencies in Nevada. There a number ofagencies who-for reasons of theirown- did no t wish to be included. Werespect their wishes. While no industryas dynamic as ad vert ising can ever belisted completely, every effort was madeto contact agencies no t responding [0

our survey, Listings in the Directorywere free and all information was pro­vided by agency executives.

Please no te that we have broken theagencies down by amount of total bill­ings: (I) those with annual billings of $1million or more, (2) those with less than$1 million in an nual billings, and, (3)those who did not report billings. Classi­fying agencies by their annual billingshas long been the accepted practice ofad vertising agencies, and we have fol­lowed this tradition.

Despite the above, however, this ma­gazine in no way subscribes to the no­tion that " bigger is better. "

We should also pro vide a few wordson how agencies report billings. Some

report total billings; others report .....hatis known as capitalized billings. Fo r ex­ample: An agency has a large accountthat does a great deal of adv ertisingfrom newspaper inserts to the prod uc­tion o f fliers. The agency may receiveonly a S25,O)) flat fee for prod ucingthese materials, but calculates the totalexpenditure of th e client as pan of theagency' s billings, Say the clients spends5500,(0); some agencies will include the5500,0)) as pan of their to tal billings.

The more equitable method, an d theone most accep ted by the American As­sociation of Advertising Agencies, iscapitalized billings-especially in thecaseof clients who pay a flat fee for theagency' s services as described ab ove.The fee paid to the agency is mul tipliedby 6.6 This is known as capitalized bill­ing.

We have no way of knowing whichsystem was used by the Nevada agenciesin our directory.

It shou ld also be noted that many ofthe agencies have man y mo re accountsthan those they show here. But we askedthem to limit their listing to six of theirmajo r accou nts. D

•

46 THE NEVADA BUSINESS JOURNAUMa~ch 1987

Agencies Billing$1 Million or More

AD ETC. . .1030 Bible WayReno, NV 89502(702) 78&0099Year Founded: 1966Princi pals:Bill Stathes, PresidentMar\( Dann, Vice PresidentFred Tatt. Vice Presdent-OreatweAI Jason , VICe Preaoeor-SaesC.J. carl, VICe Presic:leol-MarketingNum be r o f Employees: 12An nual BJIlings: $1 millionSpecial ties: Television production, art oeoert ­ment, editing enoo. post product ion. advert isingspecialty lines.Major Clients: AI Lockett Shows. Trans Weste rnInvestment.

THE BAKER GROUP3400 xaoet Court. Suite 107Reno. NV89509(702) 877-5114Year Found ed: 1978Principals:James C. Baker. PresidentDan GJstin, Exec. Vice Presidentsash Nakamo to, Vice Pres.zsoecer Pro.Alan Randolph, Vice Pres.Crea. Dir.Number of Employees: 23An nual BlI1ing s: $5 millionSpecialties: Full service advertising, public rela­l ions. d irect marketing. mark et research.Major Clients: Harvey's Resort Hote l & Casino,Reno Ramada Hotel & Casino, Truckee Meaoo.vsHospit al, International Game Techrdogy(Mega$), Carson Valley Inn, Econ om iC oeveoc­rrent Autho rity 01Western Nevada .

BARRETT & ASSOCIATES19CO E. Flamingo Bd., Suite 255Las Vegas, NV 89119(702) 369-3323Year Founded: 1984Principa ls:Maureen M, Bar ren , Presiden tNumber 01 Em ployees: 10Ann ual Billi ngs: $2.5 mill klnSpecialt ies: Full-service advertising and puI)IiCretatcos agency.Major Clie nts: HCA Montevista Centre , MaximHotel & Casino, Marnell Corrao Association, Re­cogni tkln Concepts tnc., Stardus t Hote l &Casino,The Western Emporium .

CURTIS & ROGERS INC.1 East liberty S\., Suite 612Reno, NV 89501(702)348-8620Yea r Founded: 1985Principa ls:James Rogers , PresidentMark Curt is, Sr., Cha irmanMark Curt is, Jr., VICe Presoerwcreat Dir.Number of Em ployees: 8Annual BIllings: $2.1 millionSpecial t ies: Full serv ice, co llateral and corpor­ate des;gn, public relations,Major Clients: Sierra Health services (NY, NM,AZ, CO). lakeside Inn &Casino, SI. Mary's Hospi­tal, Old College, Electronic Display Technology ,Harrah 's .

Major Clients: NIA

AD AGENCIES

DUNN/DRAPERIGLENN/MARZADVERTISING & MARKETING50 Wash ington SI.Reno, NV 89503(702) 786-4900Branch ctnce:2275 Renaissance Dr.. Suite A, Bldg 3Las Vegas, NV 89 119(702) 736-C065Year Founded : 1971Principals;Allen Dunn, Chairma n 01 BoardCEOJohn Glenn, PresidentlCOOJoIln Marz, Exec. Vee PresidentRick AtChinson, sen. Vice PresidentNumber of Em ployees: 85Annual Billings: $31 millionSpecialties: Full service advertising, ma rketing,public relations.Major Clients: Bally's Reno (Las Vegas), HighSierra Casino & Hote l, Nevada Bell, Secur ityBank 01 Nevada , Harold 's Oub, Blue Cross &Blue Shield of Nevada.

EAMON BRYNE ADVERTISING435 East 6th 51.Reno. NV 89512(702) 323-3737Yea r Founded : 1980Principals:Eamon Bryne, PresidentDon Hobbs. Vice PresidentNumber of Employees: 6Annual Billings: $1.5 millionSpecialties: Full-service advertising, specia ltyadvert ising,Major Clients: Havasuburg, PacifiC North Amer i­ca Corp., Logan Coach Inc.. Washoe Indust rialManu facturing, Austin West Hardware, WebberWools of New Zealand.

GROUP MEDIA ADVERTISING& PRODUCTION1771 E. Flam ingo Rd" Suite 2O&ALas Vegas, NV 89119(702) 734{XX)9Year Founded: 1985Principals:Jerrold Wayne , Presiden tSidra Kain, Vice-PresidentNumber of Employee s: 6Annual Billings: $1.2 millionSpecialties: Full-service, film and voec produc­tion, fuH-service anstudio , marketing. public rela­tionsMa jor Clients: la Mirage Hotel & Casino,Caesa rs Palace , Green Valley.commun ity, Wer.­dy 's of las Vegas, Boulware Neurological Insti­lute, Integrated Financia l Group.

INNERWEST MEDIA145 Ml. Rose sneerReno, NY 89509(702) 323-4500Year Founded: 1982Principals:EriC J. Anclerson , PresidentCindi C. Murin, SecretarylTreasu rerNumber of Employees: 2Annual Billings: 52 millionSpecialt ies: Full service adve rtising, publ ic rete­tons. creative and cost encent. produc tion, me­dia placemen t on per project basis availableMajOf Cl ients: FJlzgeralds Casino & Hotel, LynchCorrmunicatiOn Systems,Caugh lin Ranch Devel­opment, Nevada Carr iage Co., Eye scecaaest.Utility Shareholders.

INTERNATIONAL COM. GROUP1925 Century Park East Suite 1850LosAnge les, CA 0CXXi7(213) 557-2585Branch Ollice:3111 S, Valley Vie-N, Suite A203las Vegas, NV 89102(702) 871.£878Year Founded : 1979Prin cipals:Andrew Butcher, PresidentBruce Milner, Exec . Vice PresidentJoIln Reco rd, senior VICe PresidentNu mbe r 01 Employees: 48Annual Bill ings: $90 millklnSpecialties: Media ereves.plann ing and place­ment.Ma jor Clients: Big 5 Sporting Goods, Jet ,Il.meri­ca. ccmeeere Stores . teres Plus, SamuelGoldlovyn, New World Pictures , Wendy's Oldresocn Hamburgers.

LETIZIA ADVERTISING3950 So. Easte rn Ave" Suite 180Las Vegas , NV 89119(702) 737·1529Year Founded: 1980Principals:Thomas L. tense. PresidentSteve corns. Exec . Vice PresidentSandra J, Tuft , Control lerNumber of Employee s: 8Annua l Billings: $2.75 milliOnSpecialties: Radel , television, reescecer.pcoecrelations, graphics, in-hOuSe video department,photo stud io & dar1<: room, radio croacrco.Major Clients: GaU(1in FonYSaab-IfT'P)I1Cente r,8 Casino Dealing SChools, Stanton ccosmcrcoCo" Mt. Charleston Inn HoIei . G'een ValleyHomes, First Weste rn Savings & Real Esrate

MANAGEMENT DEVELOPMENTASSOCIATESP.O, Bo~ 12136Reno, NV 89510(702) 323-4881Year Founded: 1981Principals:Sharon L Payne, PartnerEdward S. Parsons Jr.. Par merNumber o f Em ployees: 5Annual Bi lli ngs: $1 millionSpecialties: Non-prof it organizations, full serv iceadvert ising,Major Clients: Dick Donne lly lincoln Mercury,Arlington Gardens, Bir Wi lson Stockbrokers.AmeriCan Institute of ArChitects, Junior Ach ieve­ment at Western Nevada ,

MILLER & ASSOCIATESADVERTISING & PUB. REL.3101 W. Charleston BIv<:lLas Vegas, NV 89102(702) 870-1961Yea r Founded : 1983Principals:Mike Miller, PresidentDon Miller, Vice sresoeucreat. Dlr.Shelly Harr is, Vice PresidenVPub. ReI.Dottie Korkosz. Media Direc torNumber 01 Employees: 12Annua l Billings: $3.5 millionSpecialties: Full service advertising. public rela­tions, special events planning & coo rdination.Ma jo r Clients: Wet 'N Wild, Review Journal,Frontier Hotel, Boulevard Mall, Valley Bank, Cree­eeu & Myers Anorneys at Law

'Conlinlled on puge 5/)

TH E N EVA DA B USI N ESS JOURNA UMarc h 1987 47

Chuck Lenzie tackles his high-profile job at a high­profile utility with energy. Despite public criticism and

PSC scrutiny, he's giving the company a real boost.

...""'''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' By Linn Brasher Thorne ""''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''

of closets . Naturally, we caught a lot offlack. We have a high profile and wehave to be very careful and very conser­vative. but we had to do it. And, if wehad to go through it again , we'd still doit. In this business, growth is somethingyou can 't inhibi t."

In the past, the company had peoplescattered all over town in sevendifferentloca tions. If you want ed to talk to some­one. according to Lenzie. it was a realchallenge. Now, however. there is ade­quate space, not only for present needs,but for the future as well. The fourthfloo r of the building. in fact. is emptyand is currently being used for sto rage.This is by design and is intended to ac­comm odate anti cipat ed futu re growth .

But even now there are those peoplein the community who are complainingand who feel that their mo ney wassquandered. They have, they maintain,been boondoggled . It' s been four yearssince Nevada Power moved into its newbuilding, but the charges persist.

Still other problems surfaced that re­quired immediate action and a lot of"Pand P " -patience and public relations.In 1984, the Public Sendee Commissionordered an audit of Nevada Power tolook at its com puter program biddingand purchasing practices. its service ter­minat ion procedures, pollution controlequipm ent at the Reid-Gardner powerplant and its custo mer relations staff.

According to a November 28, 1985Las Vegas Review-loumal article, Len­lie reportedly told the Public Service

THE NEVADA BUSIN ESS JOUR NALJMarch 1987 49

" It was so hot," he laughs . "I wassweltering. But this was the uniform forCPAs. This iswhat you wore. I got hereand everybody else had on slacks andopen-necked shirts- very casual, youset. Second interview, same thing. I al­most died, it was so hot.

"Well, I was hired," continues Len­lie, "and so, wanting to fit in, I arrivedthat first day wearing slacks and anope n-necked shirt. You can imagine mysurprise when I walked in here andeverybody was wearing a suit and whiteshin and tie!"

The episode apparently didn' t hunLenzie; he mo ved from his original posi­tion of vice president of finance to com­pany president in just about nine years.

That ' s not to say it was easy. Despitea first-rate management team and ablue-ribbon board of directors , NevadaPower has not been without its share ofproblems.

For example, there have been the Ire­cuent. much-protested rate hikes. Thevery mention of the possibility alone isenough to incite a public riot . But as theutility's operating and maintenanceCOSts continue to increase , Lenzie saysra tes must also increase and it is some­thing with which the company has hadto deal on a continuing basis.

Then there is the move to the new Ne­vada Power building in 1982. Thiscaused some real turmoil. Lenzie ex­plains , " ' 'Ie had a lot more growt h thanan yone expected, than an yone foresaw.We literally had secretaries working out

Nevada Power'sHigh-Voltage

Leader

~ Len.zie, president,~aPQwer Co.

evade Power Co. PresidentChuck Lenzie can look backnow and laugh at his introduc­tion to Nevada and his some­

nat awkward start with the company.At the time, he didn't find it so funn y.

A CPA witha successful Los Angelesfirm, Lenzie decided in 1974 he' d "hadenough of all the long hours and the tra­tdl.:tg associated ....-ith public account­mg," so he started looking around forsomething else. A colleague, doing somework for Nevada Power Co. at the time,suggested he put in a resume there. Len­lie knew little about Nevada, but never­theless, found himself a short time laterill Las Vegas for an interview- arrayedill the costume of the day for CPAs:;m.striped suit, white shin, red tie and

'inged-tip ped shoes.

" U'to had a lotmore growth than anyoneexpected, than anyonef oresaw. We literallyhad secretaries workingout of closets. .. Inchis business, growthis something youcan't inhibit. "

""""''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' EX ECUTIVE PROFILE """"''''''''''''''''''''''''''''''''''''''''''''''''''''''''.....

..Coi_and

- l.-o>rie....... aDd-",--0<

eo=T... __

Co Se-o~

d'f.::r.s: -..z- : _ i. ;<llEo5 ....

ar .' 'Ida --=:!e~ areno~~1af: . ~o(goes

Voil.ii me~ cr'~ • .mg totale~ ~ ="iG iiilOI"e of him-self aDd ~ He~ cares.You jus..... ;-:opk: likethaL- 0

former chair man of the board of FirstIntersta te Bank of Nevada. :S_~. ; J .A.Tibeni, chairman of the board of J .A.Tiberti Construction Co. Ire; and. ofcourse, Charles A. Lenze, presidc:m.

Lenzie is from a sma.n town -0 milessouth of Chicago-a teen 50 SI:II..d. hesays, il didn't even bave a traffic Iiplt.

The course that led him from !:lis bey­hood home in the ~(Jdv.5. to Las vegaswas a circui tous CIOe••After~g

from the Univ~' 0{~ .. 1960wi th a degree in <II \ "hR'isg iIr prompt­ly went to ....00 for 3~ r ac­counting firm. .-\ sbon tiDe mer,though, Uncle Sam ~ -c:.:&e seeme."

'01 ....as an .aodiIoI iii~ tie."Lenze sa)'S.. o.~ .' .. armykepi. me as an 3I!!IliIar'. TIlL al coese,is contraf.. to . ifa:ra:a1.!; bearabout the~. _ • ..,~ tile oo1ytime I~ I as 5. _ .-as onpayday, I wore a Sl!!!il - [It md iI: ..'as

just like the realAfter the~ s;a;;K. .. me sel"\ice,

Lenrie Vo 'C!l bad -=> . die sameaC'OJUl'lling ffln.. Lik ... But ashe and his iie. jearced,C1Ucafo b .OlCl _ =&:.e raisechildren. TIa!:i:\ IE: aiL'- of theirthree~ ID _ *'" """*""'.a~ ;tW_... dJange-abk ~~ . don"ttile the~ • 00i:1I!" _ sayinggoes,~~ . iI: ....illcharm. 1& cese t..czX dIil-dren,"~ .. I~ 'W2'; eaouitlt"~~-elbc~

.- U.

:::-~ c:..... ~.~~Hea(a ~~~<c~_=,~;~=-:,:~

Nevada Powerprojects an annual

customer growth rateof about four

percent for the years1986-1990.

mand for electricity is expected 10 growat 2 percent to 3 percent annually. InSeptember, 1986, Duff & Phelps ratedthe company's mortgage bonds D&P-7and its preferred stock D&P·8, statingthat the reaso ns for the ratings werebased upon 1)a sharp slowdown in capi­tal growth from the period of 1983through 19872) good quality of earningsand 3) a conservative cap ital structure.

In November , 1986, too, the an­nouncement was mad e in Standard andPoor's Credit Week that Nevada PowerCo.'s rating on its senior de bt and pre­ferred stock was upgraded to A· , a jumpfrom their previous rating of BBB+ .

Lew Dew eese. financial specialist forthe Public Service Commission, repo rtsthat because of this upgraded status andother factors, the latest market-to-bookratio is i77 10 i and that as of December1986, the average return on equi ty was12.6 percent . All of these things, he says,are indications that the com pany is ingood shape.

Despite some minor annoyances.then , the Nevada Power Co . is strongand thriving.

Its board of directo rs include someheavyweights in the Las Vegas commu­nity. Conrad Ryan is chairm an of theboard and chief executive officer. Boardmembers include James Cashman, pre­sident of Cas hman Equipment Co.:Mary Coleman , a jo int owner of Cole­man Enterprises; Fred D. Gibson, presi­dent and chief executive officer of Paci­fic Engineering and Production Co.;William Lummis, chairman of theboard, Summa Corp.: Art hur E. Pear­son (retired), former chai rman of theboard of Nevada Power ; Frank E.Scott , chairman of the board and chiefexecutive officer of the Scott Corp .(Union Plaza); A .M. Smith (retired),

Commission that it was, at that time, alittle early ( 0 teU the outcome of the$265,(0) management audi t. but he sus­pected that over lime it would probablyprove to be helpful.

" Anytime you havean aud it," Lenziesaid then, " you get some benefits." Headmitted, however, that there are none­theless " significant pains" associated....'ith it while it is being done.

In the ankle, Commissioner FredSchmidt ccmmemed that the audit wasDO( ma king a "finding that the compan y....45 deficient in any of these areas."Rather, Schmidt reported, the PSC wastaking a look to see if there were waystha t would allow the utility to opera temore efficiently.

The management audit , for exam ple,found that the utility wrote of f more

than 52 million in bad checks in i984.with its customers absorbing rough lyS8.55 of the bad debts on an individualbasis. Compare that to the industryaverage of $3.95 and people begin 10squirm in their seats.

Lenzie mentioned at the time that Ne­vada Power had alrea dy begun tighten­ing its belt in this area and had increasedthe ma ndatory deposit from $60 to$100, added another person 10 handlethe collections and was turning over de­linquent accounts to collection person­nel a fter 75 days. Douglas Bennett, vicepresident of Theodore Barry & Asso­ciates, who undertook the audit , agreedw-ith Lenzie that if the company becametOO rigoro us ill its co llection policy,it would ru n the risk of offending thepublic.

So Lenzie and the company's chiefexecutive officer, Conrad Ryan, havehad their share of challenges with whichto deal. But , for the most pan , things atthe utility have run smoothly and effi­ciently.

According to its 1985 Annual Report,Nevada PowerCo. says, " In January of1986, the Nevada Supreme Coun ruledunanimously in the company's favorand upheld a 1984 rate increase of $20.1million . As indicated in the 1984 AnnualReport, had the company lost its appealon this case, its financial conditionwould have been seriously impaired .Management is pleased to report thatthis cloud of two years ' standing hasbeen removed."

Nevada Power projects an an nualcustomer growt h rate of about 4 percentfor the years 1986-1990 and its peak de-

50 THE NEVADA BUSINESS JOURNAU Ma;ch '987

AdvertisingAgencies

rConlinuedjrom p(J~e 47)

MINOR ADVERTISING AGENC Y3680Grant Drive, Suite C2Reno, NV 89509(702) 8274700Year Fou nded: 1986Principals:James D. Minor, PresidentMarilyn Minor, 5ecretaryfTreasurerKel,¥ Loog Anthony, Media DirectorJoe Cummings. Creative SuoensorNumber 01 Employees: 5Annual Billi ngs: $2 milliOnSpecialties: Broadc ast, full-service adver1ising.ma rketing. public relations. graphic design, med iaplacement , broadcast crcocctco. market re­search, political.Major Clients: Warehouse Markets, Reno 1m­cons. Longs Drug Stores. Carson City Nugget.Reno Hyundai. Da'¥nne 's Fashions,

R.J. GARRETT & ASSOCIATES3100 Mill S1-Reno. NV 89502(702} 323-1233Year Founded: 1983Principals:Ron Garrell, PresidentLynn Sullivan. Vice PresidentDebi Forman, Secretary'TreasarerNumber of Em ployees: 7Annual Billings: $ 2 milliOnSpecialt ies: RadiO and television retail aoverns­1rlQ, complete product ion.Major Clients: Wendy's, Reno Toyota . CarsonHonclalSubaru, Commercial Hardw'are, CarsonCitY Auto Dealers Assoc., Verdi Business Park,

WEIR·McELMURRY2300 Paseo del PradoLas Vegas, NV 89102(702) 367-0813Year Fou nded: 1984Principals:CMS Weir, PresidentBob McElmurry, Vice PresidentNumber of Employees: 5Annual Billings: $2 millionSpec ialt ies: Full-service, market ing strateg iesproduction, creative services. public relations.Major Clients: Mom 's Pizza. The Talking PagesScnlotzsky's Sandwiches. The Meaoows MallPat Clark Pontiac .

Agencies OutsideNevada But WithNevada Clients

DDB/NEEDHAM530 BushSan Franc isco, CA 94108(415) 39&2669Year Founded: 1980Principals:Jerry Gibbons, PresidentMartin Michael, ChairmanMarc ia Michael, Vice Pres., sec.SUDV.Roger Lavery, Sen. Vice Pres. Oil. sec.Number of Employees: 50

AD AGENCIES

An nual Billings: $33 millklnSpecialties: Full service . creative. media , re­search, all produc tion. direct marketing. croro­to ns.Major Cl ients: Nevada Savings & Loan. Sun Dia­mond Walnuts. First National Bank, Merorex.Selage Lock.

E.B. LANE & ASSOC. INC.733 W, McDowell Rd,Phoenix, AZ. 85007(602)258-5263Year Fou nded : 1962Princi pals:Eowaro B. Lane. PresidentRichard Ehrlich, Vice Pres. 01OperationsGary vccaro. Vice Pres. of Graphic svcs.Karen Roggeman, Media DirectorNumber 01 Employees: 25Annua l Bill ings: $12 millionSpecialties: Full service, pub lic relationsMajor Clients: Southwest Gas Corp.. ParamountPictures, Genera l Mills Cr. (Olive Garden Rest.),Delaurentis Entertainment Group. New WorldPictures, New GenturyNista Pictures

Agencies BillingLess Than $1 Million

ADMART INC.3111 S, Valley View, Suite A203Las Vegas. NV 89102(702) 36&2464Year Fo unded: 1984Prin cipals:David Laking, PresidentJennrter Nicoll Laking, Exec, Vice Pres.Number o f Employees: 3An nual Bill ings: SSOO,OOJSpecialties: teevson orocuctco. med ia placement, af filiated with International Comm. Group,Major CUents: Academy of Hair Design, eooce.tion Dynamics Institute, Las Vegas Athletic ClubMast ro~nn i Fashions , SN ails, London cots. Se­bastian 01 the Southwest.

CHELSEA ENTERPRISES4489 S. EdmondsCarson City. NV 8970 1(702) 882.£800Year Founded: 1981Prin cipals:Dana Andrus , OwnerBill Andrus, Owne rFelix Sanchez , Art DirectorNumber of Employees: 3Annual Billings: $5OO,()X)

Specialties: Full service advert ising. public reta­tcos. special events, business and marketingplans. direct marketing,Major Clients: Tahoe Biltmo re Lodge & Casino.Migenl lnc.. Nevada State Employee Federal Cra­dit Union, Western Telephone & teeconmunca­ucos. College Promotions, Pizza Barn.

THE HARRIS GROUP177t E, Flamingo Rd.. Suite 119BLas Vegas. NV 89119(702) 734-4825Year Founded : 1979Principals:Liz Harr is, PresidentNumber of Employees: 2An nua l Billings: $5QQ,OOJSpecia lties: Image & positioning, real estate de­veicoreot. public re tatcos.Ma jor Cli ent s: McKellar Development Group .

Golden Gate Hotel & Casino. Carl Piazza &sssoc., Energin Corp., B&R Property Managa­ment, Cabnetry

KENNEDY ADVERTISING INC.3160 S, Valley View, Suite 208Las Vegas, NV 89102(702) 367-4410Year Fou nded: 1983Princ ipals:Thomas Kennedy, PresidentPatt i Kennedy, Vice Pres.lSec.fTreas.Number of Employees: 4Annual Billings: SSOO,(X10Specialties: Grap/1ic croooctco. in-house eeocrecording fac ility, mulli track , med ia placement,oobrc relations , direct mail. market researchMajor Clients: Sierra Health Services , Subaruwest. Margarell en & Co. Inc., pasco Inc., Subur.ban Enterpr ises, Status Game Corp.

LW LIMITED777 Sinclair 51.. Suite 202Reno. NV 89501(702) 369--4200Year Founded: 1984Principals:Elizabeth V. Wa~her, cwnerPaula Berkley, PartnerNumbe r 01 Employees: 4Annual Billings: $75O.00JSpecialties: Marke ting research, promotion, cr e­ative advert ising, media placement. teres. news-­letters , crocrcres. erect ma~. concar graphicsand community relations.Major Clients: Clarks & SufrvanCcnstructJOn.StMary's Hospital, KlrIc'MXXi Cross-Co..ntry S<lArea, Medic-1 Paramedics. ere-ee Pteasa-uClub, Nevada Sell-He lp Fournatoort

MEDIA WEST ADVERTISING475 Hill Street. Suite 2Reno, NV 89509(702) 32905477Year Founded: 1974Princip als:Kenneth Broberg, OwnerPaula Robbins, OMlerKevin JamesNumber of Employee s: 5An nual Billings: $45O,OOJSpecialties: Full service advert ising, coo'c rela­lions. special events .Major Clients: Forsee Beauty SuPP'¥, Avis CarRentals, w.o. Flooring Co.. Colt Drapery, Sun­dance Sports, D&G Computers.

QUILLIN COUNTRY INC.1146 Duke JohnsonLas Vegas, NV 89119(702) 798-4137Branch Ollice:8705 Springwood 0EI Paso, TX 79925(915) 592-5273Year Founded: 1972Principals:Ted Quillin, PresidentL C. Boyce, Sr. Vice PresidentT.R. Quillin, CreativefPoliticalBA McDermitt. Oil. Chemical uasooNumber 01 Em ployees: 8Annual Billings: $SOO,OOJSpecialties: Full service , tra ining lilms, employeemanagement, satety , ccerercoet tranchising.documentary , nrre-eose prodocton. chemical,wate r. weaoonry development.Majof Clients: Nevada Power Co.. Aqua-FloWate r Treatmen t Systems . telec Petroleum , De-

TH E NE VADA BUS IN ESS J O URN AUMarch 1987 51

jon Cryogenics. Dep HYdro Magnetics. Gooc1w"illIndustr ies of Southern Nevada.

SYLVESTER ADVERTISING880 E. Sy1vester Ave" Suite 203las Vegas. NV 89104(702) 735--8728Year Founded: 19967Principals:Lowell M. Sy1vester, OwnerRichard L Myrick. Art DirectorNumber of Employees: 2Annual Bill ings: $7SO,CXXlSpecialties: Animation , cartooning, airbrush ,graphiCs. full service ,Major Cli ents: Bowmer & Berry 's Showcase,FfienjIy Ford.Credit Bureau of Southern Nevada.Cragin & Pike msurarce. Barbary Coast Hotet &cees-o. GoldCoast Hotel & Casino.

WAGN ER GROUP1701 W . cnaresico. Suite 680Las Vegas. toN89102(702138&7075Year Founded: 1976Princ ip als:Carol Panon. President01uck Wagner, VICe President ProductionN umber of Employees: 2An nual Billings: $125.OCQSpecialt ies: Advertis ing production, coop re­sea-en. brochure design, advert ising campaigns.conc ept through produc tion,Maier Clie nts: Hawaiian Air, Pet Food Super­mar\(et. voeovew. Ceiling Clean. Landmark.DDGM..[)unnlDraper,(3lennlMartz Advertis ing.

Agencies NotReporting Billing

AD·WIN ASSOCIATES888 W. zoo StreetReno. NV 89503(702) 329-2160Year Fou nded: 1978Princ ipa ls:Frank C. Kluck. CEOVanessa A l onquiSl. Art Directo rBart J. Kluck. Technical JIIustrationsNumber ot Employees: 3An nual Bill ings: N/ASpecIalties: Mar\(etlng communica tions, techni­cal p..obIiCatiOn croactoo to MIL Spec.Major Clients: NIA

BEN STEPMAN ADVERTISING34 S. Water S1.Henderson, NV 89015(702) $4-2345Year Fo unded: 1980Princ ipals:Ben Step-nan. PresidentBillie Steprnan, Vice PresidentChrista Haldie. Business ManagerJennifer Hampto-n. Offic e ManagerNumber of Employees: 7Annual Billings: NIASpecialties: N/AMajor Clients: Dick Blick-West , Rainbow Club.Bank of Bourban , Crown Linen. Nevada Denture.Gel! Finance Co.

BELKNAP & ASSOCIATESP.O, Box 2466Carson City, NV 89702(702) 833-2101Year Fou nded : 1984Principals:

AD AGENCIES

Robert 6. Belknap, PresidentNumber of Em ployees: 1Ann ual Billings: NIASpecialties: Special events. tourism.Major Cl ients: N/A

BERKEY & BERKEY ADV. LTD.6575 Laredo 51.Las Vegas. NV 89102(702) 367-1903Year Founded: 1985Principals:Bill Berkey, PresidentNumber of Employees: 3Annual Bill ings: NIASpecialties: Computer aided media buYing ser­VICes.Major Clients: Sigma Game Inc., TheAmericanaDeveccer ent Group, Richard Bourgauit Ano rney.Johnnie waner R,V.

CANTERIHYERICOOPER4220 S, Maryland Pkwy . Suite 301Las V~as. NV 89119(702) 733-7700Year Fou nded: 1975Principals:David CanterNumber of Employees: N/AAnnual Billings; NIASpecialties: Full service agency .Major Clients: NIA

COLLINS DESIGN ASSOCIATES2018 Western Ave,Las Vegas, NV 89102(702) 382-5202Year Founded : 1984Prin cipals:Cather ine F. Collins. PresidentlO ir.Number of Employees: 5Annual Billings: N/ASpecialties: Graphics. illustratiOn. logo desigls.annual reports . collateral material, televiso1 andradio production . media placement. ~ergraphics. typesetting,Major Clients: Center, O tibank, lBEW P'usCrElOltUnion. las Vegas Optical, Nevaca Tl1le. VaTetBank of Nevada.

DESIGN ARTS ADV. ASSOC.2600 Capel la Ave,las Vegas. NV 89109(702) 369-7377Year Foun ded : 1977Principals:Cherilyn Chandler. PresidentNumber 01 Em ployees: 12Annual Billings: NIASpecialtlas: Full service . arch itect ural mereet­lng,Major Clients: N/A

DOYLE McKENNA & ASSOC.1175 Harvard WayReno, NV 89502(702) 323-2181Year Fo unded: 1955Principals:Eugene M. Mc Kenna. PresidentDennis Golden. Vice PresidentWilliam Biechner. Vice PresidentMark Bayer , Vice PresidentNu mber of Employees: 25An nua l Billings: NIASpecialties: Full service. AAAA membe r,Major Clients: John sscoece'e Nugget , SierraPacific Pow-erCo., Four Queens Hotel & cesoc.Cactus Pete's Hotel & Casino. McDonak:f s SerraGolden Arches Assoc., cnnare.

THE FIVE STAR GROUP2300 Paseo Del Prado. SuI1e A-l ())Las Vegas, NV 89102(702) 367.ljj67Year Founded : 1954Princ ipals:Howard Trejstad, Presce-eEmma Acbs. SeCfe>.aryrTreas,Num~of~lO

Annual Billing s: NiASpecia lt ies: Ftol 5e'"'VICe~~ :u::ic ree­lions.Major Cl ien ts: Mc:l:'lo"aC's ::es:a.nn. \Ie'Jo­poeran oe.et:o Ie" Co~ ::>ueercece- s Bin<ot Nevada

IMAG E MAKERS ADVER G2350 S. Jct'es. s..ce 2:01las Vegas. !oN a9"! C2(702) 871-2800Year F~ 1~- '"Cra.g R Psssc-s, o--e-Number' of Ent;Jk:, t tL :;Annual~~

Specialties:: ~~ :u::*: "!!IliIII7"6. ear­ketrY;. -eseee-Major Cients:~~~ 5.0U::Dr'~ =esa'A1 ~ oe :bJk­sees, ~ 7 ~ =an cesoccere-s.JOYCE & ...· ,AT...216S~=-­tes veces, :s---(T.l2) .E2-<Ca

"""'"-..25D5ef~

se-c N ..".

"""=YNl~ -?:

Plil odP*:.,a-es~~

~....-.r: ::::-.----a- ~ ~ 3cerc~;:~ =-c. oIct~~c:I r ,s. 3;.

"""""-~IE'( ." =-..~ :ulIic~ Egr:sIa--'*-KIMMIC A E-'! G. I C.:sass s a.iE'p'~ 90! :las veces ~-~

(702) er--ee-eYear F~ ' ~"':;

Prineip.1s:;:;ay s-esce-rNo. 01 E& .~ i MS:: 2Ann....SpecUtbn: Gr1I::rcs. '<00. pnrn.creiiilO1 ........e e .. :u:x:~ Silo- sc-eeo­...,... jot e:.ats: "-

MEDIA CO xrs C.::>0 ::c.-mse-c. ~ ~(lO2!='Y..~~~--i1:cer: C¥<-Jl~Derris~ 'Ia:~Wa-enO'o..~DAcv

T~ ce-e- ....~ DF.a::r~ u-s:r =-- a ;lo.c.~

NInber ol! Ei t;Jk:l ees: · 2AnnuaI~ .:.SpeciaItie$: V030 sees oresen;arcns, full me>-

S2 TH E NEVA DA BUSINESS JOUA NAUMarch 1987

l ee D. Hlrsnland. PresidentEc1ward W Pearce, VICe PresidentWliam A-- PrezantNumber of Employees: 4Annual Billi ngs; NIASpecialties: aeseercn. pubHc reiatoos. lullrange, media services. remo te broadca st produc­tion. creative cowrcncetcos.Major Clients; ccenco Avail/Afford liability In­surance• ..IotYI Ascuaga's Nugget. Northern Ne-­vaca Plaslc Surgery Assoc.

TAHOE COMMUNICATIONS ART916 SouttMood. 2-<:P,O. Box; 8595Incltle ViJage, NV 89450(702l 63 1..e595Yea r Fo unded : 1981Prin cipals:l..inda Troy, PeesoeotDavid Troy. Creative DirectorNum ber 01 Em ployees; 6Annual Billings; NJASpecialties: HogtI tech. medica l. resortsMajor Cl ients: NIA

VIERLING ASSOCIATESINTERNATIONAL INC.2470 Wrondel Way. Suite 205Aeno, NV 89101(702)~1 987

Year Founded: 1983Principa ls.:Pa.... VlerWlgW. Mark RcnarascnNumber o f Employee: 4Annual Billings: N:ASpecialties: NIAMajor Clients: NIA

bOn picture eececeee Ol' coree-eee,o:x:unentary features. graphics.Map' Clients.: NJA

PHIL ROSE ADVERTISING1650 Meadow WOOO LaneReno, NY 89515(702}827-1311Year Fou nded: 1979Principals:PhIl Rose. (MonerNumber ot Employees: 7Annual Billi ngs: NlASpecIalt ies: NlAMajor Clients: Washoe MedIcal Center. HettliesE~. RenoHilton. Nevada Medica l liabilityInsuranceCo" NationalQla~sh'pAir Races ,KCBNIKRNO aeoc Stations,

R & R ADVERTISING2tlOO S. wesrecoc Dr.LasVegas. NV 89109(702) 794<J222Branch OffICe:615 RiverSide Dr,Ren:!, NIl 89503(702) 323-1611Year Founded : 1974PrincIpals:$ig Rc9ich, PresidentNancy Eklog, VP-Ageftcy Manage rB'Y vassaecs. Acco.Ji'lt ~1'VisorJm King. Accos11~Nu mber 01 Employees; 50An nual BIllings; NJASpeci alties: FIJI service adWfliSing and pU:)icreeicos.Major Cl ients: NIA

""''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' ADACENeIES ;;;;;;""'''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''R.G. HORN & COMPANY1(00 Boie Way. Suite 22Reno. P'lV 89502(702) 786-8931Year Founded: 1963Principals:Bob Horn, OwnerBob AI'ldefSO"l. AcCOJnl ExeclJliveNumber 01 Em ployees: 1Annual Bill ings: NIASpecIalties: Newspaper. mesezre and ttloard

""*'M.jor Clients: NIA

SAVAGE & ASSOCIATES1175 w. MoanaLane, Suite 100Reno, NV 89509(702) 322-4134Year Founded: 1984Principals:Mar\( savage. Pre5ldentDee savage. VP-AQency ManagerNumber 01 Employees: 6Annu al Billings: NlASpecialties: FlA service. P!J;llic reetces.bocrcres. report s, 109os.magaMe and billboardde$igns . airbrush ilustratiOn and tech. design.teeveco croocctco. video, photography,M. }or Clients: Real Prccertes. uo., KNEVRadio. KAOW Radio. U.S Jaycees, Reno-SparksChamber of Commerce Marketing GJide.Truckee MeadOwS Tradu'lg ceo Bnx er.

SIERRA NEVADA ASSOC.P.O. Box 40550Reno. NIl 69504(702) 32>433'Vear Founded: 1985Princ ipals:

ExecutiveSuite

Sunworld Airlines recently announc­ed the ap pointment of Trent Read)' tothe position of vice president -human re­sources.

A graduate of North Texas State Uni­versity, Read y brings to Sunworld toyear s of air line experience in the humanresource area. He served as manager oflabor relations at Continental Airlinesand as director of personnel sen-ices atSOuthwest Airlines.

Austin W. Stedham was promoted tochief executive officer for Sierra PacificPower Co. by the company 's board ofdirectors. Stedham adds the CEQ title tohis present position as president of theReno-based utility company .

Joe L. Ore mben, former CEO of

Sierra Pacific Power Co. , continues aschairman of the board of Sima PacificPower Co. as wellaschairman and chiefexecutive officer of Sierra Pacific Re­sources, the holding company whichowns Sierra Pacific Power and twooth er subsid iary companies, Lands ofSierra Inc. and Sierra Energy Co.

Stedham, 58, joined Sierra PacificPower in Jan uary 1985 and served in thepositions of senior vice president of cor­porate services and president and chiefoperating officer .

Richard A. lori has been hired as exe­cutive director of the Downtown Reno­vation Association , an administra tiveorganization of the Greater Reno­Spar ks Chamber of Commerce. The as-

sociation was formed in 1986 to improveand enhance the business climat e indown town Reno, increase the area' s vis­ibility and influence and involvedowntown business leaders in the plan­ning process.

Iori brings 27 years of military andbusiness experience to the position .

Dick ~tcQintic of Las Vegas MarineSupply was present ed Boar and MotorDealer 's annual "Dealer of the Year"award.

McClintic not only had a record salesyear, but also excelled in in-store pro­motio ns, visual product display and cus­tomer service. McClintic is also the pre­siding president of Marine Retailers As­sociation of America . 0

THE N EV AD A B USIN ESS JOURN AUMarch 1987 53

All three sites will be opened at thesame time with an Aug. I, 1987. grandopening date scheduled. according toDean Beck. Construe.• ion of all threeprojects will be in excess of SSO million.

"Instant Design"Appears In Las Vegas

Goodmans Furniture and Office Sys­terns, 3110 Polaris St., Suite I, has be­gun a new COOI.--qJ( ill office designingcalled "Instant~.. The finn hascut the selection time and iostaIJation ofoffice designs from ~ c::aonths to threeto eight weeks.

Through "11lSt3I:I: DcsipJ..•• easily in­terchan gable offa::e - and furni­tur e from ..::arpeb 10~ and evenashrrays are dn<::Iio from. a catalogue.Goodmans 5f"2. ~ analyzingsome : rmD!f~ 10 make suret~ 00'*1~ Ute- ioIm:hangableproducu.. The fidj -as t\oftKuaIl}' nar­rowed (0 1.:..~ lonay Good ­man~~

C'.andicaes for -lns<z'a Design" areflfmS._&~~such

as medical te2!~ ZIlld iRsurance of­fees,

"Tbere & a _klIc-~ _ith respectto offic:s.- Go..~ ~~ " People~ a b eX mz tbe office, andmc,' .... _ mt'iI· QI in the officethat fOSEC'S UK: SDK:~ as being in­side ODf"s

Gloi_", Feaat aBd Office Sys­tems is OK of· iIr"!'cs iIiicrior design~"'OGl4 =0; Iliit UitC' es, "XIIP"b:1ing busi­cessia.~ "~~thern

,- ada.C~ 3Dd \\-~g.

Cities Recei eDevelopment Funds

The ,. ada ~d:\EC'IAuthorityhas~~ at funds for:-';onh Las \"~~C~· and LasVegas 10 boIsier me.::D5· ecoeomic de­,dopmcnL

"The funds bave beesaIocaIed to re­duce dupljcatioo of efforts and to pro­more greater .:ooperation between thevarious economic de\elopmemgrou ps," S<l}"S Conrad Ryan. chairmanof the NOA board.

Ryan adds that a major portion of thefund s was set aside for groups involvedin economic development and have al­ready been distributed. Funds are stillavailable for qualified entities demon­strating goals compatible with theNDA's overall economic plan. D

Monica , Calif., and Sacramento, Calif.In addition to the anchor tenant, a

total of 175,lXXJ square feet of smallshop space will be developed in the threecenters.

Realty Holdings Group of Las Vegasis the leasing agent for the 5S,OCXJ squarefeet of tenant space at Nellis Crossingand the SO,(XX) square feet of tenantspace at M aryland Crossing. ColdwellBanker of Las Vegas is the leasing agentfor the 70,OCO square feet of tena ntspace at Decatur Crossing.

.... :2rrnr•••_. __I

DEVElOPl.'cNT CO"'''''''V

NevadaBriefs

is listed on theNASDAQ System.

Symbol: MAAR

(Continuedfrom page 37)

The Board of Directorsis pleased to anno unce

effective December 1, 1986,the common stock of

For a com plete information package, contact yourlocal broker or James A. Barrett [r., President,

MarCor Development Company, Inc.,4495 South Polaris Aven ue, Las Vegas,

Nevada 89103. (702) 739-9413.

MarCor Development Company, Inc.,headquartered in Las Vegas, Nevada,

is a real estate-based investmentand service company.

$4 billion.Over the past five years, Dean Beck &

Associates has developed more than1,500,(0) square feet of retail space insuch areas as Santa Ana, Ca lif.; SantaFe Springs, Calif. ; Cypress , Calif. ; andMidland, Texas. The company is cur­rently involved in developments in Santa

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get into orphan drug development.Wh ile the pharmaceuticals giants

shun orpha n drugs as unprofitable,Paulus says a small company such asImmunex cou ld sustain them.

With the help of a National ResearchCounci l grant, Paulus hopes to developand manufacture an opiate amagonist­an antidote to be administered to mor­phine and heroin overdose patients. Heis also work ing on a pain-relieving drugthat would bea substitute to morphine.without its side effects.

Another dru g Paulus would like toperfect is Azaribine, a drug that has de­finite indications in only one di­sease-psoriasis. Once on the market,according to Paulus, it was pulled be­cause of its serious side effects. Tbechallenge for lrnm unex, says Paulus. isto mitigate tho se side effects throughdosage forms-in other words. processthe drug so that it is administered \\ithanother drug that eliminates or reducesthe side effects.

Immunex conducts research bot h atthe plant in Carson City and in San Die­go and La Jolla , Calif. Says Pa ulus,"Once we go forward with the publicoffering, we would most likely build(our own building]."

Originally formed in 1981, ImmunexInc. was a spin-off of a company thenknown as Calbiochem, which was pur­chased by Hoechsr of West Germany.Paulus had served as director of diag­nostic production with Calbiochem. 0

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the retail level fo r approximately S2oo,says Paulus, but hospitals buy it a t a dis­count of UP to 40 percent.

While the kit is Immunex's primecommercial item, the company hasothers. Its reagents are used for assess­ment or quantitation of bacteri al cells inoil and water. Immunex mar kets its 14different reagents d irectly and also man­ufactures them on contract to third par­ties, such as Dupo nt and Chevron, whoput on their own labels.

The luminescence reagents are used inmedical laboratories in tests on the uri­nary tract, says Paulus, while Chevron,for example, uses others in oil fields todete rmine the bacterial residue presentin water and oil.

Paulus says the reagents sell at anaverage of $28 to S40per vial; one vial isgood for 100 bacteria determinations.He estimates that prod uct sales are div­ided almost evenly between medicineand industry.

Immunex is presently leasing 5,500square feet at 1445 H OI Springs Rd. inCarson City, with an option to expandin the same building to up to 17,CXXlsquare feel. It currently employs onlyfour people , but Pa ulus hope s to em­ploy at least nine by the end of theyear-the number employed before theaccident .

And Paulus has clear plans for thecompany. He plans a public stock offer­ing in 1988 or 1989 to allow Immunex toexpand its product line and research and

Carson Citywelcomes Immunex Inc.

It was a freak accident that promptedImmunex Inc. to relocate from SanDiego, Cal if. to Carson City . In April ,1985, a U.S . Navy plane struck thebuilding which housed the company,miraculously injuring no one (it wasduring working hours), but effectivelyputting Immunex out of business for JImonths.

Company President Heinz Pau lusused the misfortune to find a locationthat better fined the company' s needsthan San Diego. "My mai n considera­tion was to find a relatively business­friendly state, " he says. He found it inNevada, which offered lower prices onreal estate , a better tax structure and sig­nificantly lower insurance rates, he says.••Also, I wanted to get out of the path ofthing jets, " he add s.

Still, Immunex, which manufacturesreagents for medicine and industry, isstruggling to recover from the accident." We' re only operating at 10 percent ca­pacity," says Paulus, a biochemist an dpresently the company' s chief research­er. " I project fo r Fiscal Year 1986-1987[business] will be back up aroundS4OO,CXXl to S500,000 a year. In the lastII months, because we were basicallyout of business, we did considerably lessthan that . We should be doing SI mil­lion to SI Y2 million [in business] by1990,"

Before the mishap, according toPaulus, Immunex Inc. was the onlycompany in the country that produced aspecific kit used to detect and monitordiabetic disorders. "Since we droppedout," Paulus says, "we have five com­petitors," including Mal linckrodt, Diag­nostics Prod ucts Corp. of Los Ange les,Immuno Nuclear of Minnesota, Serano,a subsidiary of an Italian manu factu rerand No vo out of Denmark.

Immunex's kit, comprised of 16items, is sold to medical laboratories allover the country, according to Paulus,including the Mayo Clinic in Minnesotaand " all major universities." It sells at

TH E NEVADA BUSINESS JOURNAUMa ~ch 1987 ss

Can Carson CityHave Its Cake

And Eat It Too?Most Carson City business people will tell you they

want growth-but on their terms-industry without smo .e,manufacturing without waste, expansion without crowding.

"C ontrolled growth. plan­ned growth, clean growth.selective expansion"­these are the buzz words

among those business people of CarsonCity who "profess" to want growth." Profess" because the very term s theyuse: "controlled, planned, clean. selec­tive" somehow betray the emotional re­servations held by many who " profess"a desire to see business expansion, who" profess" to wan t more manufacturingand industry drawn to this-one of themost beautiful and channing state capi­tal cities in America.

There is hardly a business person inCarson City who does not "profess" towant the city to grow and who will notvolunt eer his or her theories and oftenelaborate suggestions for ways to ac­complish it. But always with the condi­tion that the quality of life he has cometo love here be maintained: more indus­try, yes, but no smoke; more manufac­turing, yes, but no waste; business ex­pansion, yes, but let's not get over­crowded.

They want to have their cake and eatit, too.

And who can blame them? This is atown where the governor lives rightdown the street, where one's custo mersare his neighbors; where one calls thebank president by his first name, andwhere maybe he bought his car fro m themayor. The little city is hugged bymountains that in the summer are softlygreen and in the winter sparkling white.and rare ly will a factory obstruct theview fro m one's office window. The air

is clean at 4,675 feet. the skiing is great,and along the Carson and Walker riversfishermen still wear their colorful oldhats decorated with hand-tied flies andstill know how to roll cast 40 feet of flyline for some of the best trout fishing inthe West .

And so, in a beauti fully restoredso-vear-ord Queen Ann Victoria houseon downtown Minnesota Street, the in­terior of which has been convened to of­fices, John L. McLain sits among his of­fice antiques, gazes out the window atthe snow-covered mountains and sighs;

If Carson Citywants more waterit is going to have

to buy it fromsomebody who owns

those rights.

" I'm afraid tha t if we reached 50,COO or60,(0) peop le here we would begin tosee a brown cloud along the mountainsand over the city." And yet, Mclain,principal partner in Resource ConceptsInc. , probably wor ks as hard as an y per­son in the city to help it grow.

Carson City grew from a populationof about 15,())) in 1970 to approxima te­ly 37,OCXl in 1986.

Belmont M. Reid, president of JobelFinancial Co., a stock brokerage, leansagains t his computer and shrugs: "Un-

fortwaa:l!'. 25 C2nclc CiIy !TO""'"S it isgcq 10 Dr .-.: of sma:ll-towncha..'"!a .. _ .z. originallybroI!Ig2 d ~ a:=e.-

RtK! is ;a;5ILea oi tile CarsonGry C;;a;:;;;;L"Cr (;S Co ::e. ODe of thefirsr. _ Z x became the•taTh"'er p:csi4::a: 10 institute aGow1 .... ~ Co=eMuee: " Ifbttsi;eyo a ~ corn-~ ~ ;a...,.-.on \\ithQcy _ IX~ There are~~& : ti and 120 to

150 _ ..:u b ""'!' TIm's a per-~ ~ wooJd be..-ot.~ c.~~ Grim., pre-

si:kuol' CEIl:sQ:y- of Ne-\"3da . • e-e- Icins (J'IoU tolook~ rim ""$., ill! &m-and

• tiE .::z;;. 2e ~ whiterim of J-t~ 'W1 is~v~ e-e cL:iE -.xii's fin-es: ski r.:sx:s.. GI:::iI;;;, .1 eee. fulltx:a.:"d .' .u::! :::=.n tbere

w.n reo:. he

...""..o",,, a."< the. 'C!nt oE=a:n. - . ~ basi-

-. ~ • "eel to thes.::=iICJ. ~ ."'iBMe the

, ... a=. 05E ;by theylook sc: =n-e • ccmingin, and tiE JICC. ~ i::Doa' they"'-ant k-!. . " 5O~ ;0~ ill out. t.From~ tx;l c::s&i=- 0IIl0 Gri::I.·s face onegtts the . . tb2l ~'be hedoesn' t tix& &III:IdL Grim spentmost of 1m if~ & ~ area, and says, " Iv.'OUIdn' t ft Okl]..=e dse."

56 THE NEVADA BUSINESS JOURNAUMarch 1987

,

••

" Well, it 's not too unusual, " saysDan Flammer, mayor of the city. " Thefirst squirrels in the tree don 't want to letanybody else in."

Jo hn R. Reiser, consultant in riskmanagement and insuran ce to the Neva­da chapter of The Associated GeneralContractors of America, says: " Manypeople look at the worsening pollutionin Reno and they wonder if they reallywant that here."

Says Douglas K. Shrode, generalmanager of Cirtec Nevada Inc., manu­facturer of electronic circuit boards:" You have people here who absolutelydo no t want growt h because growthmeans change. And then you have thosewho say they would like to see moremanufacturing and employment growth,but often it turns out to be just lip ser­vice. Because when you sit down an dtalk to them they agree : ' Yes, we wou ldlike to see more manufacturing, an dwe' ll have to change the roads, buildfacilities, improve th e infrastructure;we'll have to bring in more people whichwill lead to a need for more facilities,probably a change in the tax stru cture.'

" And then they say, 'Yes we do wan tto grow, but oh , by the way, don'tchange an ything. And somebody is go­ing to have to protect the birds and thesquirrels. And about improvi ng theroads: if we improve the roads that 's

just going to bring more traffic throughthis area, an d we certai nly do n't wantthat." Shrode shakes his head inamazement .

And so it goes. The business people ofCarson City love their town . And al­though they won't hesitate to offer theirideas and suggestions an d even elabo rateplans for its futu re growth, there is al­ways that reservation abou t change.

"But there is no such thing as nochange," says Flammer. " If you try tostand still things will change despiteyou-and probably not for the better. "

The new city manager, Lynn Hamil­to n, agrees. For six years Hamilton wascity manager of a northern Oregon citythat lapsed into a no- growth syndro me.The experience reinforced his belief that :"A city's only alternative to dynamicgrowth is steady decay." At the sametime he recalls his years in Houstonwhere ram pant and uncontrolled gro....'thran rou ghshod over the enviro nment .the city's way of life, and ultimat ely re­sulted in almost insurmoun table prob­lems. "Neither condition need existhere," he says. And he disagrees withthe suggestion that those terms; " con­trolled growth, planned growth , cleangrowth, selective expansio n," are onlyroadblocks thrown in the path of pro­gress by no-growth ad vocates.

But then, there are those who say:

" Well, Lynn has only been city man agerhere for six months and he still has a lotto learn about the people and attitudesof Carson City."

But Hamil ton is optimistic. He evenadds a term of his own, ". .. growthwith quality. That is the challenge," hesays, " to have growth and still maintainCar son City 's unique quality of life,"

But can it be done? Hamilton andFlammer both believe it can. They say itis pan of the overall planning.

But the lack of planrung and prepara­tion for future growt h is the most oftenheard criticism of city government madeby strong-growth advocates.

" The city has no mas ter plan for eco­nomic growth ," complains Shrode ofC irtec Nevada Inc. " But what do youexpect of a city when the whole state ofNevada did no t have an economic devel­opment plan or even an economic devel­opment conunission until three or fouryears ago-one of the best things Gov­ernor Bryan has don e for this state . It' slike Carson City wans until it is forcedby circumstances to do anything, Itwaited until the sewage svsrern ..-as 0''Cf­

loaded before it finally decided to dosomething about it, insteadof ~:min:gah ead for the prob lem. And look as: oetwater shortage problem.,.

Water and sewage problem<;. ODecannot discuss growth in Carson Citywithout discussing water and sewage,particularly water and the lack of it.During the summer months it is severelyrationed .

Tim Morsani , president of Ca pitalFord Mercury and former chamber ofcommerce president, says adamantly," You can attract all the big business youlike, but if their executives can't watertheir lawns , they' re not going to livehere ."

Morsani has been in the automobile

" There's no real shortageof water, just a shortageof planning its properuse, a shortage of watermanagement. What we needis a regional perspective,including the surroundingcounties. "

John L. Mclain, principa l,Resources Concepts Inc.

THE NEVADA BUSINESS JOU RNAUMarch 1987 57

"Carson City is a charmingplace to live. If it grows

much larger it is going tolose some of that charm that

first brought us here. If wewant growth we are going tohave to accept the tradeoff. ..

Belmont M. Reid, president, Jobel Financialand president, Carson City Chamber

01 CommerCf

business in Carson City for 12 years. Hecame from Oklahoma where practicallyevery river has a dam. "When I camehere," he says, " I saw all these rivers....i th no dams, and I thought, this is real­ly stupid. And I still feel that way.There's no lack of water around here,just a lack of water management."

He tilts his head toward the windowwhere behind his automobile dealershipthe mountain is visible. Grinning, hesays, "You could drill a hole throughthat mountain and you'd hit LakeTahoe. How much more water can youuse?" Although he seems to be joking,one wonders.

More seriously, he adds, " Of courseit' s not as simple as just poking a holethrough the mountain. 'When it comesto water management and water acquisi­tion, the city government here is facedwith very complex problems. They can'tthrow up a dam just because they wantto . Numberone, the city couldn 't affordit and number two, you are talkingabout an area involving five coun­ties-Douglas, Carson, Storey, Lyonand Churchill . And even if you couldget all five of them to agree on commonwater goals, I question if they could af­ford it. It' s going to take some state andmaybe federal money.

"Mother Nature is cooperating rightnow, lhough," Morsani continues,

"Banking in Carson City ishighly competitive. Banks like

to be represented in a state 'scapital, so we have a lot of

branches here. "

Mike Grim, president. Nevada NatiOllf':iBank, Garson City branch

•

5

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•-••

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58 THE NEVADA BUSINESS JOURNAUMa~ch 1987

""""'''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' COMM UNITY PROf ILE""""'''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''

-c

"We have very little unionactivity in Carson City com­pared to the rest of theslate. And there seems to beless oj an adversarial attitudebetween management and unionbusiness agents. "

John R. Reiser, consultant inrisk management & insurance

again in half jest. " Last year she gave usa flood-and we had no means of sav­ing the excess wate r-and this year she isgiving us a drought. It is as though shewere saying: ' I've shown you what aflood can do and now I'U show youwhat a drought can do.' With this de­mo nstration maybe the legislatures willbargain more vocally to get somethingdone. "

Untangling the complexities of thewater pro blems of Carson City and thesurro unding area would require a book.Part of the problem is the hundreds ofprivate water rights (just like mineralrights) that go back to the early 1800s. IfCarson City wants more water it is goingto have to buy it from somebody whoowns the rights. Such efforts havecaused friction with neighboring coun­ties when Carson City attem pted to ac­quire water fro m water-right holders inthose counties. The fear is that Car sonCity would be mining their groundwater, which they consider a county re­source.

But the Carson City folks are notwithout innovations, and they are pro v­ing once again tha t necessity is indeedthe mother of invention. Ina dequa tesewerage and sewage disposal was for along time a problem in Carson City anda hindrance to gro wth. Now they have

"The work ethic among CarsonCity hourly people is lowerthan that of other areas­Minnesota f or example where Icame from. And yet thepurchasing power of their wagesis just as good."

Douglas K. Shrode , general manager,Cirtec Nevada Inc.

THE NEVADA BUSINESS JO URNAUMa..ch 1987 59

""""'''''''''''''''''''''''''''''''''''''''''''''''''''..... COMMU NIlY PROFILE """"''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''

':.4 city 's onlyalternative to dynamic

growth is steady decay. "

Lynn Hamilton, city manager,Ca rson Cit y, shown (right) w ith

carson Cit y Mayor Dan Flamme r

taken what was for years a liability andturned it intO a valuable resource that,isalso helping to alleviate their waterproblem-at least partially.

Nearing completion is a sewage reser­voir in Brunswick Canyon that MayorRammer says will serve the sewageneeds of the city for many years tocome. Treated effluent that was oncedumped into the Carson River is now'stored in the reservoir and is used for ir­rigation purposes; thus helping to allevi­ate the water shortage. In addition to us­ing the treated effluent to water theEagle ValleyOne and EagleValley Twogolf courses and the state prison ran­ches , an agreement was made ....'ith theDarling Ranch to provide effluent forfarm irrigation.

As for a damon the Carson River­long a dream of growth advocates, tosay nothing of many people along theriver who suffer periodically from OUl­

of-comrol floOOing-it is not just a mat­ter of money. There is the terribl y com­plex problem of satisfying the special in­terests and needs of five counties andthousands of people up and dow'n theriver. McLain. of Resource ConceptsInc.• has some definite thoughts on that .Resource Concepts Inc. is one of thecompanies bidding for the privilege ofconducting a water study for CarsonCity.

" What we need is a regional perspec­tive," Mcl.ain says. " The people up anddown the river . and the various coun­ties. need to come together and realize

" You can attract all thebig companies you want, but

if their execu tives can 'twater their lawns, they aren 't

going to live here. "

Tim Morsanl, president,Capital Ford Mercury

,••••,,~

60 THE NEVADA BUSIN ESS JOURNAUMarch 1987

CALL 70 2 883-3960Ask for Bob Belknap

them buy it. You don't force decisionson these people."

As for other changes, Morsani saysautomobile financing in Carson City hascome a ways. He says that it has becomeconsiderably more sophisticated duringthe 12 years he has been here. " Banks,"he says, "have become more aggressive,more flexible, willing to do things theywould not do a few years ago." He re-

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force it."No, one doesn't force change on Car­

sonites." This is a low-pressure town," says

Morsani of Capital Ford Mercury." People are a little slower to make abuying decision here. They like to take alittle more time to make up their minds.And we've learned over the years thatthe best way to sell them a car is to let

lhat this is a common problem. Becausewhatever you do in the way of a dam orflood storage, it is going to have a domi­no effect, is going to effect changes in allareas up and down the river. Flood stor­age would change the mapping lines interms of flood lines. For example, itwould allow development of areaswhere it is not now possible. Whichbrings us right back to the problem ofplanning and regional cooperativeness."

During the last session of the Legisla­ture, funds were allocated for a CarsonRiver Committee to evaluate the manystudies that have been done to determineif there is a location for a dam that willsatisfy most of the needs of the usersand the communities up and down theriver. Says Mclain, " I am elated withthat whole process. What we need arepeople sitting down and talking to­gether.

" I seethe COUnty commissioners fromDouglas County, Churchill COUnty,Lyon County and Storey County comein here to the state capital," he con­tinues, " and I sometimes wonder if theyever sit down together and talk aboutthis issue as a common problem. Theyall know what they want out of theriver; they all have their 0 ....11 wishbooks. What they should do is tumthose "'ish books over to some consul­tams and say: 'Now go through themand see if in that mess of informationyou can't find a system for our workingtogether and satisfyingall of our needs.'

"Unfort unately, all of us are stillsorely lacking in information as to justhow much water there is and how muchis really needed for various uses. Again,coordinated studies and planning is vet)'much needed," saysMclain. "Once wehave this information, the various in­terests ....ilI know how much they reallyneed, how much they can afford to giveup-and at what cost. They will be ableto better evaluate the necessarytradeoff'sand assess the advantages of thosetradeoffs. And finally, address the needsof all the communities. But let's notwait. Let' s stan talking now."

Mcl.ain is one of those who believesmost strongly that the Carson area canattract more industry, grow and changeand still maintain its quality oflife-have its cake and eat it, too. " It'schanging now," he says, " and I believein the right direction-but you can' t

THE NEVADA BUSINESS JOURNAUMarch 1987 61

eSpecializing 9n C;xeculi" .. ':Pod railur ..

0 .... o"r <DOrlt i" jl." I'''''' of ')("""'da :J]usi""JJ Journal

We !J1/s0 '])0 W ..d'd'ings

O ur w..d'rling pholography has won awards from II.e

!J1muican !J1ssocialion oj liJ..rlrling :Pholoyraph..rs , anrllh..

Xalional :JIssocialion 0/:Pro/essional ?holograph..rs.

7 0 assure our cuslom..rs pro/essional "ualily an rllhe ul­

mosl in im0'1" sh arpn ..ss, we shoal all wed'rlin'1s on film anrl

(PJlh com ..ros 11.01 are con sid'era61y laryer Ih on 3.Jm m .

7//thou'1h we emphasize "ualily. our p r ic..s or.. nefjer-­

Iheless reasona6le. W e rio n ol sellhi'1h -pr pssur e pacha'1e

rleals Ihal force you 10 purchase more p ir:lures Ihan y ou may

wanl. g'-ue uS a call for d'elails .

'7'resljge '7'h olos Bid.X iclt Vom lchol If Jfanlt Jiolcom6

36/-/0d.5

banking is very competitive in CarsonCity. " There are a 101 of us here. Bankslike to be represented in a state capital.

"And ban king customers have be­come considerably more sophisticatedtoo ," he says. " There was a time when acustomer would come in wanting a loanand I wou ld sit down and write thewhole thing out for him- package theloan . Today they're able to do that forthemselves. or they hire an expert to doit for them. And bankers have come toexpect such professionally prepared loanpresentations."

Grim agrees with Morsani that Car­son City is not a high-pressure town ." Aggressive promotions, fancy market­ing. high-pressure selling, constantlycalling peop le-that kind of thing­would get a negative reactio n here." hesays. " Banking here, unlike some largercities, is still a one-on-one relationship .

And we like it that way, and we don' twan t that to change."

There are critics who say that in its ef·fort to have its cake and eat it too, Car­son City is too restrictive on new indus­try, too selective-c-creating [00 muchpaper work. too much red tape. SaysGrim. " What Carson City really has tosell is its quality of life. So a companytha t wants to come in here and enjoyw hat we have [0 offer should beprepared to put up with our selectivity, alittle extra paper work and red ta pe. Ifnot .. . ..

So, the Questions: Can Car son Cityreally continue to grow and still main­tain its small-town charm. its beauty, itsdean air . its neighborly atm osphere­ha\ e its cake and eat it too? Answersone top city official simply: " We aresure as hdl going to try." 0

Mike Grim. president, NevadaNational aankc-carson City branch

"A ggressivepromotions, fancymarketing, high­pressure selling­that kind of thing

would get a negativereaction here. "

Mike Grim, president of the CarsonCity branch of Nevada Natio nal Bank,listens to this story, then stro kes hisbeard and smiles. " Th at wasn't me," hesays. But Grim does agree that therehave been changes in Carso n City bank­ing. As for automobile floc rplanning,he says, " Today it has become conunonpractice among most banks. In fact,nowadays we look on it more as a ser­vice rather than a profit center- a wayto entice and hold a car dealer's otherbanking business." Grim points ou t that

calls just a few years ago going to a bankto discuss floor planning. " The ban kerreally did not understand what I wastalkin g about, " he says.

Belmont Reid of Jobel Financiallaughs as he recalls how when he fir stcame to town IOyears ago he went to abank to discuss stock loans: " The bank­er asked me if I meant cattle or sheep."Reid pau ses and then chuckles. " An dI' m sure he was serious," he says." Good friend of mine now, but I stillkid him about it ."

62 THE NEVA DA BUSINESS JOURNAU Ma:ch 1987

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