Managing Partners

Our Advantage - Managing Partner Profiles

Grade Finders - Division of Communications Services strength lies with our thought leaders. They have extensive expertise in the global paper and printing industry. Their combined experience exceeds 150 years and traverses across a multitude of market segments.

William A. Subers - CEO

Founder of Grade Finders, Inc. in 1967
40 years in the paper and print industry where he developed an impeccable reputation and extensive network of high-level executives
Responsible for the product development of Grade Finders' North American titles, "The Competitive Grade Finder" (Desk and Pocket Editions), and the Paper Buyers' Encyclopedia - considered by many in the industry as the "Bibles of the Industry"
Bill was used as an arbitrator in a multi-million dollar dispute between the State of Rhode Island and A.B. Dick. The dispute was solved amicably without litigation due to the paper industry "best practices" standards that were applied to settle the matter
Developed the brightness and opacity standards for the paper industry in 1978 and reestablished new standards as a result of market conditions involving new industry technology and global competition
Led the paper informational market by introducing many industry "firsts" - first to introduce alkaline properties - first to publish JCP/GPO grades, first to list PPI, caliper, and size/color availability of paper
Bill has been the subject of major industry magazine articles in NPTA Alliance magazine and American Printer
During his 13 years with IBM, Bill became very well known for his sales achievements having won 7 major awards. When promoted from line sales to marketing, he was in charge of promoting IBM's educational services in the District 5 section (Philadelphia, York, Harrisburg, Camden, and Delaware). Under Bill's supervision, District 5 went from 27th place to 1st place, two years in a row
Bill spent 4 years with Burroughs Corporation and during that time, he won a "National Best Sales Idea Contest." As a trainee, he won the top award for sales trainee (Totem Pole Award Winner). He was one of the leading sales achievers in the country
In 1990 his book "How to Sell Against Competition and Win," which told about his remarkable sales record of almost 10 years without a competitive loss became a Fortune Book of the Month Best Seller
As a sales training seminar leader, Bill has extensive experience. This includes the sessions he conducted at the "Entrepreneurial Institute," of the Temple University Business School, the executive seminars he managed at IBM for the customer executive program, the sales training classes for new recruits that he conducted at IBM, the sales training of Burrough's personnel, and an on-site sales class at GATF (Graphic Arts Technical Foundation) and Sungard Computer Services
Bill has been a guest speaker for many large and small corporations and associations. He has appeared on several radio and TV shows including the "Harry Gross" show on WCAU in Philadelphia, The "Bob Jenson" show on Viacom TV in Milwaukee, the Business Radio Network, and many others

Mark J. Subers - President

17 years of experience in the paper and printing industry where he has been the President of Grade Finders, Inc. - publishers of the "Bibles of the Industry" paper buyer guides
Mark has submitted many articles and industry data related to current paper industry topics and trends for major industry periodicals, including "American Printer" and NPTA's Alliance's "Paper & Packaging"
Mark has conducted educational seminars for paper characteristic and paper purchasing training for governmental organizations
Over the past few years, Mark has worked closely with Domtar, Weyerhaeuser, International Paper, and other industry mills and merchants to develop Grade Finders' new "industry-standard" classification brightness levels for coated and uncoated papers
Responsible for the product development of Grade Finders' North American Internet titles and the Competitive Grade Finder - European Edition
Mark has been successfully performing various consulting services for many paper and printing market segments including commercial printers, federal, state, and local government agencies, colleges and universities, and paper mills and merchants

James M. Hanley - Managing Partner

30 years of experience in paper sales management for various integrated forest product companies
Jim has been extremely successful in various sales leadership positions in the pulp, paper, special lot, and converting segments
In Direct Sales Management for Champion International, Jim expanded products at major East Coast, high-volume publication accounts, including:
- News Corp./TV Guide - Established 21,000 ton lightweight and coated position ($17.4 million)
- Donnelly Directory - Developed and secured 8,000 tons ($4.5 million) of new business
As a Marketing Manager of Pulp Sales and Special Lot Paper, Jim was responsible for Quinnesec Pulp Sales - $500 million dollar investment for Champion International
- Sold start-up tonnage for #34 machine, Courtland, AL
- Marketed job lot paper at select distribution centers at 70% of transaction price
- Wrote domestic contractual agreements through Price & Pierce for all major domestic suppliers (750 tons daily)
As Manager of Sales Service, Jim managed hiring, training, and supervision of personnel for newly acquired acquisitions
- Effectually trained employees from diverse backgrounds in communication skill for order entry
- Appointed three team leaders to managerial positions within Champion Mill complex
As an Account Manager for Tembec Paperboard Group, Jim was responsible for the sale of $4.5 million dollars to the mid-Atlantic region - surpassing historical figures within three months and achieving 300% increase within the first year.

Steve R. Hill - Managing Partner (Europe)

30 years of experience in paper sales, sourcing, and business management for various paper mills and merchants
Sales of commercial papers, including office papers to blue-chip companies for division of Stora; artists' papers then archival papers for independent company; text & cover papers for Italian company (Fedrigoni), all in U.K. Work at various time included running UK agency for Fedrigoni
Product sourcing and management for archival papers and international sales thereof; 'back-selling'/promoting graphical printing papers to design agencies and government department print buyers; training of company staff and customers on paper, its manufacture, variations and uses/applications, including in-house and on-site lectures/presentations
Worked with Grade Finders Inc. on creation of the European Competitive Grade Finder including European Grades Classification System.
'Private' paper research previously conducted for various design companies; artists' materials companies; drawing office paper supplier; independent Scandinavian Mill for archival papers
Founding member of the British Association of Paper Historians, Fellow of the Institute of Sales and Marketing Management; Lay-Member of the Paper Industry Technical Association. Former Member of the Institute of Paper, Print and Publishing

Steve Cooper - Managing Partner

37 years of experience in both the paper and printing segments of the industry
Steve has handled major account sales and management for many of the largest printers and publishers (R.R. Donnelley, Quebecor, Matthew Bender, and other major legal publishers)
Steve has conducted many educational paper seminars for state procurement agencies
Steve has been involved in both purchasing and selling for a variety of major paper merchants
10 years of experience in the converting segment of the paper industry
Steve has been acknowledged as one of the most knowledgeable paper consultants in the industry
Steve has worked extensively with Grade Finders on the development of their "Bible of the Industry" paper buyer guides.

James Mack - Managing Partner

18 years of experience in print, paper, freight, and distribution procurement
During 12-year employment with RH Donnelley, Jim negotiated 2 million in savings on print and paper
Jim was responsible for purchasing in excess of 100,000 tons of various grades for RH Donnelley, Ameritech, and Sprint
Member of YPIMA (Yellow Pages Integrated Media Association) from 1989-2000
Reduced Easy-to-Read directory print and paper budget by $200,000 in one year
Introduced various grades and mills to improve quality at reduced cost
Was responsible for purchasing all support related products and hardware for RH Donnelley with a budget of 3 million. In addition, Jim was able to secure saving in excess of $100,000
Converted Easy-to Read directory production department to a more efficient environment saving in the company in excess of $80,000 annually
Started nine directories from green-field statues to a profitable product in three years
Jim was responsible for the delivery logistics for 160 directories. Worked together with vendors to improved quality of the delivery and reduce cost via different logistic processes