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摘要

After 120 SUCCESSFUL years, Clarke American was facing a major business crisis in fiscal year 1993-1994. Today the San Antonio headquartered firm supplies checking account and bill paying accessories, financial forms and a portfolio of services to financial institutions (see "Clarke American by the Numbers," p. 43). But in 1993 Clarke was mainly a check printer encountering a "perfect storm," as several negative business conditions came into play at the same time: 1. The banking industry was undergoing massive consolidation. This, when only 20 of Clarke's customers accounted for 50% of its business. The loss of one customer could spell disaster. 2. The check industry was also consolidating and had excess capacity. Prices had declined 10% in only 18 months.