Note to Printer:
     This is the Customer Information Sheet we give to all printing brokers
     and advertising agencies. It clears the air at our initial contact and
     makes  them  aware of the fact that we are experienced in dealing with
     this type of customer and what our philosophy and terms  are.  It  has
     come  in  handy  more than one time, especially in the area of payment
     terms. You can port this into your word processor and  modify  as  you
     see fit. The file name is BROKER.TXT.

                       AGENCY/BROKER INFORMATION AND POLICY

        The  printing  broker  is  a person who sells and services printing
    buyers but has no production capabilities. Instead, he uses the printer
    to provide the product he sells.

        The "broker" is manifested in the form of an advertising agency, an
    art studio, a  retail  store  without  manufacturing  capabilities,  or
    simply a printing salesperson out on his own.

        Printing firms dealing with advertising agencies  or  brokers  will
    normally  either bill the brokers on a "net" basis or add an additional
    markup to their price in order to provide the broker with  a  discount.
    This  is  accomplished  by  multiplying the price by 1.1765 in order to
    provide the standard 15% discount. In the case of trade  shops  who  do
    printing  only for brokers or other printers, jobs are generally billed
    at a net price and the broker makes his own markup.

        Is  the  customer  being "ripped-off" by this process?  Not at all.
    Printing brokers and advertising agencies  generally  perform  a  great
    service  to  the customer. The customer trusts their judgment and their
    knowledge of buying printing.  Unlike the printer  who  must  make  the
    particular  job  fit  his  equipment  and  capabilities,  the broker or
    advertising  agency  generally  has  a   working   knowledge   of   the
    capabilities of numerous printers and is in a position to place the job
    with  the  printer  most  capable  of providing the end result the user
    requires.

Credit Practices For Brokers:

        Printing brokers and advertising  agencies  operating  professional
    businesses  are expected to be able to finance their receivables as any
    other business. The failure to do this limits the printer's ability  to
    extend  terms, just as he would refrain from extending unusual terms to
    any of his other customers.

        Normal terms are net upon receipt, net 10 days, or net 30 days.  It
    is  not uncommon for terms of 1/3 upon order entry, 1/3 upon proof, and
    balance on delivery on large jobs. Any other terms must be agreed to in
    writing at the time of order.

        The practice of allowing brokers to pay  their  printer  after  his
    customer pays him is unacceptable. Such credit granting is performed by
    banks,  not printers. Upon special arrangement, some printers will bill
    the broker's customer direct and, upon  payment,  pay  the  broker  the
    commission.  Also,  many  printers  will  agree to extended terms on an
    individual basis, but each one of these jobs  must  be  judged  on  its
    individual merit.

Our Normal Terms:

    1. Broker's invoice will reflect your net price.

    2.  Books are normally closed on the last day of  the  month.  Payments
        received after that date will not show on broker's statement.

    3.  All  payments will be credited to broker's account in chronological
        order, regardless of what invoice(s) check shows is being paid.

    4. Our State Comptrollers do not allow  the  printer  to  charge  State
       Sales Tax on agency or broker work that is for resale,  unless  the
       printer  is  billing  the  end  user  direct. Therefore the printer
       cannot  allow an agency or broker discount if hd does not or have a
       valid resale number in his file.

    5. Payments should be made from invoice or statement. All payments  are
        due  on  the  10th  of  the  month  following  invoice.  The amount
        reflected on your statement is the amount due by the 10th.

    6. A service charge of 1 1/2% per month is automatically charged on all
        delinquent accounts.

    7. No further credit can be extended on any accounts not current.


     All current agency/broker accounts are protected.

        If  an active broker's account sends in work direct to the printer,
    that broker will be contacted prior to entering the  job  to  determine
    how to handle that particular job.

Copyright 1990 Cy Stapleton, Lufkin, TX