As one enters the state of Colorado from the southern border, a sign appears—presented with a rustic, Western flair—that reads “Welcome to Colorful Colorado” in bold, white block lettering. It hints at the liveliness and active characteristics of the state. It harkens back to opportunity, much like the days of the gold rush or manifest destiny. For sign makers 20 years ago, Colorado represented a maturing market and a chance to establish a successful business. John Dobie, owner of BSC Signs, became aware of that opportunity back in the '90s, literally moving across the world to lay down his roots in Colorado.
当一个人从南部边境进入科罗拉多州时,就能看到一块淳朴的西方风格的标识——“欢迎来到多彩的科罗拉多”，字体为白色粗体，它隐晦地表达了该州活泼、积极的特点，感觉就像回到了淘金热的那些日子。对20年前的标识制造商来说,科罗拉多州就是一个成熟的市场，也是一个建立成功事业的机会。BSC标识公司的老板约翰•多比,在90年代就意识到这是一个机会,开始在全球范围内开展标识业务。
“I started my first sign company in Perth, Western Australia in 1992, but I really caught the 'sign bug’ doing mainly sandblasted wooden signs,” Dobie tells. “In 1996, I moved to Denver and worked for Rainbow Signs in Boulder (Colorado) for three years.”
多比说：“1992年，我的第一家标识公司在澳大利亚西部珀斯成立，当时我主要做的是喷砂木质标识。到了1996年，我搬到了丹佛，在博尔德彩虹标识公司工作了3年。”
Dobie considers himself lucky to learn under the tutelage of Rainbow Signs owner Randy Armijo, praising Armijo as “a real sign master.” By 1999, Dobie was ready to go out on his own again and started his current business, Broomfield Sign Company (now trading as BSC Signs). At that point, it was time to ramp up business and build a foundation for the future.
多比认为自己很幸运，获得了彩虹标识公司的老板兰迪·阿米霍的指导，他赞扬阿米霍是“真正的标识专家”。到1999年，多比又独自开创了他目前的事业，布鲁姆菲尔德标识公司（简称BSC标识）。那时正式提高业绩和为未来打下坚实基础的最佳时机。
In The Beginning
开端
As a young shop, BSC took shape based on what the customer dictated, Dobie says. “The demand for wood signs—popular in the '70s—had diminished; so BSC ended up being a regular custom vinyl shop. Soon customers started asking for electric signs, so after two years, that's what we did.”
多比说，作为一个新公司，BSC只为满足用户的需求。70年代流行的木制标识现在已经不那么受欢迎了，因此，BSC不做普通的乙烯基标识商铺。再后来客户对电子标识有需求，两年之后，我们就做出了电子标识。
Denver' population had risen more than 18 percent from 1990 to 2000; cities grew, new communities took shape, and the need for signage increased.
丹佛的人口从1990年到2000年增加了18%。随着城市的不断发展，新的社区需要新的形象，所以对标识的需求量就增加了。
“As the area between Denver and Boulder started to expand, we grew too,” Dobie explains. “Soon we were a big shop—crane trucks and 20 employees.”
多比说：“丹佛和博尔德地区开始扩展，我们也不断扩大规模，发展成为配备起重机和20个员工的大公司。”
The workload broadened as well. Vinyl and screen printed work turned into larger, more intricate projects. BSC went the extra mile to establish itself.
工作量也有所增加。乙烯基和屏幕喷印业务变得更大更复杂，BSC公司正不断地完善自己。
“We developed a reputation for tackling jobs no one else wanted to do,” Dobie says, “and quite frankly, we broke even on a lot of spectacular signs. But, we learned from it and developed a strong reputation during those years.”
多比说：“我们做出了别人不愿意做的产品，甚至做出了许多霓虹灯广告牌。同时，那些年我们也学到了很多，并且在行业中享有很高的声誉。”
Just a few years ago, BSC upgraded its facilities by more than doubling its building size, and the company has set its sights on expanding operations, improving workspace, and training its staff. While making these commitments, BSC focused on promoting a great company culture and stressed the need for teamwork.
仅仅几年时间，BSC公司就将其设备规模增加了一倍多，并且其目标在扩展业务范围、提升工作空间和人才培养方面。除了这些目标之外，BSC专注于建立良好的企业文化，强调团队合作的必要性。
“In the process of moving and getting reestablished, we underwent lean manufacturing training in order to become a more efficient operation.” As part of that transition, and because written work orders were becoming obsolete, the company implemented the Casper on the Cloud business management software to process orders.
多比说：“在公司不断发展和重建的过程中，为了成为更高效的运营商，我们经历了精益生产培训。”作为转型的一部分，且由于书面工作单已经被淘汰，该公司运用云业务管理软件来处理工作单。
Fabrication Collaboration
协同制作
Manufacturing is key to any hands-on sign shop. BSC takes pride in all of the work it does, but there's just something about those larger-scale, unique projects that seem to scream for attention. After initially producing mainly vinyl, screen printed, and site signs; BSC moved into doing more flat cut-out letters, sign cabinets, channel letters, and neon signs.
制作过程对有实际经验的标识商铺来说是非常关键的。BSC标识公司以那些较大规模、特别有吸引力的项目为傲。生产制作出乙烯基、屏幕喷印和区域标识之后，BSC标识公司转向平板切割发光字、标识灯箱、槽形发光字和霓虹灯标识项目。
“During that time, we became UL listed, bought our first router table and then finally our first crane truck, an Elliott L-55,” says Dobie.
多比说：“在那个时候，我们已经通过了UL认证，引进了第一台数控设备和埃利沃特公司的L-55起重机。”
Above all else, BSC maintains its quality offerings; using only top-end materials on projects and adhering to a higher standard. Dobie believes that true quality exists when the test of time has not minimized or affected the strength of the sign.
除了以上提到的那些项目及设备之外，BSC公司还提供质量保证，他们只用高端材料，致力于更高标准的产品。多比坚信，标识没有随着时间的推移而破损，那才是真正的质量保证，而不只是一个概念。
“It isn't about what the sign looks like when it goes outdoors,” says Dobie. “It’s about how it looks two or three years down the road.”
多比说：“问题不是将标识放在户外时是什么样子，而是将其放在户外两三年之后是什么样子。”
By 2014, the company had enough momentum to start a new division—BSC Custom, Custom Architectural Lighting and Specialties. The next year an Architectural Etched Glass division was created to produce ADA signage and custom glass projects, and ultimately complement the customer architectural group.
到了2014年，该公司已有足够的实力开启一个新的部门——BSC定制，定制建筑照明及特殊设备。次年，又增加了建筑蚀刻玻璃部门，用于生产ADA标识和定制玻璃产品，从根本上补足了消费者建筑群组。
“We felt the need to diversify a little, and although we had grown every year, we also wanted to reduce the risk of reduced revenue during economic downturns,” explains Dobie.
多比解释道：“我们意识到了使产品更加多样化的必要性，即使我们每年都在发展，我们也想在经济萧条时期，降低收益下降的风险。”
Tools and Gadgets
工具和配件
With these departments in place, BSC depended on a number of machines and materials to ensure quality and on-time project completion. Dobie admits that he began purchasing equipment early on, something he may advise against in today's market.
在这些部门的配合下，BSC公司依靠大量的机器设备和材料来保证产品质量和按时交货。多比承认，他在公司创立早期就购买了一些设备，那些设备可能正是目前市场上在售的。
“Being the tool-junkie that I am, I bought equipment before we needed to,” he confesses, offering up a suggestion for other sign shops to “use sub-contractors until you can clearly demonstrate an economic advantage.”
多比说：“我就是一个设备发烧友，我会在我们需要这些设备之前就买下它们。”这给其他标识商铺提出了一个建议：在你能够清楚的预测出经济利益之前，交给分包商来完成项目比较明智。
Nevertheless, Dobie's strategy worked with his business model, and he explains the function of his equipment:
尽管如此，多比介绍了他们公司业务制定策略以及他的设备功能：
For routed signs: “Our two MultiCam router tables stay busy cutting aluminum, acrylic, wood, HDU foam and any non-ferrous materials.”
For channel letters: “After hand-bending letters for years, and after careful due diligence, we purchased a CLN Channel Bender which we love.”
For digital printing: “Primarily for our electric sign needs, we have a 54-inch Roland XC-540 SolJet printer, and a laminator.”
For glass etching: “We can do etched signs up to six foot by 12-foot sheets on our Fratelli Pezza (Italy) automatic blast machine, with a 25 horsepower screw compressor.”
For vinyl applications: “We use mainly 3M vinyl products for cut and printed vinyl.”
数控标识：“我们的两台麦迪克数控设备不间断地切割铝型材、亚克力、木质品、HDU发泡板以及所有不含铁的材料。”
槽形发光字：“使用了多年的手动弯字机以及经过严格的评估之后，我们购买了一台CLN槽形弯字机。”
数码喷印：“为了满足电子标识需求，我们购买了一台54英寸的罗兰XC-540 SolJet喷印机和一台层压机。”
玻璃蚀刻：“我们可以用弗拉泰利·佩扎（意大利）的自动爆破设备和25马力的螺杆式压缩机，做成6英尺到12英尺不等的蚀刻标识。”
乙烯基应用：“我们主要用3M公司的乙烯基产品来切割和喷印。”
Dobie summarizes his stance on machine and material investments this way: “It is a proven fact that the cost of automation (factoring in a monthly payment) will typically outperform the cost of manual labor. Just be honest and realistic with your expected workload or you'll end up with an expensive machine sitting around becoming obsolete while technology quickly changes.”
多比这样描述他在设备和材料方面的投资：“事实上，花费在自动化技术上的成本（按月付款形式）比花费在体力劳动上的成本作用大得多。随着技术的迅速发展，你预期中的工作量都是可靠且真实的，同时你购买的无用昂贵设备就会被淘汰掉了。”
Elements of Design
设计元素
Having the right equipment for a job certainly makes things run more smoothly from a sign fabrication standpoint. However, there are still elements that need to be carefully evaluated in order to create an effective sign. Design is one of those items that must be represented accurately to properly manufacture a large-scale sign.
对标识制作商来说，使用适当的设备能够更加顺畅地制作产品。然而，为了制作高效的标识，还需要考虑其他因素。设计元素就是其中一个影响制作大规模标识的因素。
“We work with professional designers from concept to completion,” says Dobie. “Our industrial designers are capable of presenting 3-D design plans, which is very helpful when you can rotate a fully rendered design on the screen.”
多比说：“我们从概念到成品期间都是和专业的设计者合作完成的。我们的设计人员可以做出3-D设计方案，可以直接在屏幕上观看其旋转动画效果。”
Working with larger parties such as architects, developers, contractors and franchises, BSC must typically adhere to specific guidelines and sign codes. The company even maintains a $5 million liability insurance policy which grants BSC access to work in all Colorado shopping centers.
与较大团体合作时，例如建筑师、开发商、承包商、特许经营商等，BSC公司必须坚持明确的指导方针和标识制作准则。该公司甚至制定5百万美元的责任保险政策，使得BSC公司能够活跃在科罗拉多所有的购物中心。
“In Colorado, every town has its own sign code and in many cases multiple codes, so we are working with about 100 codes on a daily basis,” says Dobie, also noting that his company is licensed in nearly 70 Colorado municipalities and employs a full-time permitting technician. “We do a lot of work on the front end to make sure a sign can be permitted before designing a sign that won’t pass code.”
多比说：“在科罗拉多，每个镇都有自己的标识制作准则，不同场合有不同的准则，因此我们大概会有100种标识准则。我们公司获得了科罗拉多将近70个自治市的许可，并雇佣了全职技术人员。我们会在前期做大量的准备工作，以确保标识可以符合制作准则。”
By implementing a well-conceived plan from start to finish, BSC is typically able to provide its customers with assurances such as completing a job in one trip and a goal of fulfilling sign repairs in 72 hours or less.
BSC公司可以从头到尾独立的完成一个周密计划，有能力为客户提供担保，例如一次性完成一个项目或承诺72小时之内提供标识维护服务。
40West Project
40西部项目
In the western suburbs of Denver, there sits a quaint and historic art district—40 West—which is home to many exhibitions and tours. The district was in need of a revamp to build on its cultural significance to the area, but to also attract new visitors to its site.
在丹佛西郊，有一个颇具历史意义的艺术区——40西部，许多展览会都会在这里进行，并且也是旅游胜地。因要彰显该区域文化，因此将其做了修整，也是为了吸引更多的游客。
“Or sales rep had been in communication about the 40 West project for a long while,” explains Dustin Monroe, division manager, BSC Custom. “We secured the job without going to bid by providing excellent design iterations that gained their confidence in using us as their sole sign contractor.”
BSC公司的部门经理达斯汀·门罗说：“关于竞争40西部项目的承建一事，已经持续很长时间了。我们通过展示完美的设计构思，赢得了他们的信任，将我们作为唯一的标识承包商。”
Having great knowledge of the area and being able to provide an all-encompassing plan for the customer, BSC brought expertise to the table that proved invaluable to the 40 West project.
为了对该区域有足够的了解以及为客户制定出完美的计划，BSC公司为40西部项目提供宝贵的专业技术。
“They came to us with a design that was produced by a local design firm we used as a base for the final design,” says Monroe. “So I worked with them to develop something that really fit with what they wanted to represent for the district."
门罗说：“他们提供当地设计公司为其做的设计图稿，我们在其基础上稍加修改做成最后的设计图稿。我会根据他们对该艺术区的设计要求做出适当地修改。”
The final agreed-on style is mainly contemporary, but with hints of the old eclectic style that made the original area's location on Colfax Avenue so attractive. And because the customer's budget was specifically set, BSC was able to use less expensive, standard sign fabrication methods even when building in unique shapes.
最终的设计风格大体上符合当代艺术形式，但其中还夹杂着古典元素，使得该区域更具吸引力。由于客户明确规定了预算，所以BSC公司选择使用成本较低的制作方式来完成该项目。
“The large gateways are a small portion of the overall development of the 40 West Arts District,” says Monroe, “so we have a shoo-in for the wayfinding package, light rail and RTD kiosks, as well some other architectural elements like benches, trash cans, and bike racks that complete the district.”
门罗说：“大的通道是整个40西部艺术区的一小部分，我们还设有导视装置、轻轨和RTD凉亭，以及其他建筑元素例如长椅、垃圾箱和自行车架等。”
Managementand the Market
管理和市场
The 40 West project, along with a number of others in close proximity, might involve too much for some shops to handle. But organizationally, BSC is on a level of superstardom. Dobie keeps close tabs on his timeline to maintain an accurate schedule for each job.
40西部项目附近还有很多其他项目，这对一些商铺来说，需要处理的事物太多了。但是BSC公司在组织方面是很有优势的。多比在他的时间表上贴着紧密的标签，以保证每个项目精确的日程安排。
“As the owner and general manager, I'm constantly looking at the crystal ball,” he quips.
多比开玩笑地说道：“作为公司所有者和管理者，我时常观察占卜用的预测未来的玻璃球。”
Forecasting current and future man-power needs is a necessary step for planning purposes. It's a practice he would recommend to other shops trying to manage a full plate of work.
预测目前和未来的人力需求是策划目的的必要步骤。这是他推荐给其他商铺提供整套服务的一次实践经验。
“We can convert our estimated labor into days, weeks and months and can predict fairly accurately when we have more work than people,” he explains. With this process, BSC can manage not only its time more efficiently but also more closely control its pricing model. Using tablets to record time and materials during the fabrication and installation periods, costs can be tabulated in real time.
他解释道：“我们可以将预计劳动量转变成按天、按周和按月形式，当我们比别人工作量大的时候，就能够准确地预测人力需求。”通过这种方式，BSC公司不仅可以更高效地利用时间，而且能够更严密地控制定价模式。在制作安装期间，用标签来记录时间和材料用量，成本花费可以被实时的制成表格。
"As we get better at monitoring actual versus estimated labor and materials, our quotes become more accurate,” describes Dobie. “This means that when our customers tell us they can get it for 20 percent less, we can say ‘Okay, good luck.’ And we can say it with confidence.”
多比说：“与预计劳动量和材料相比，我们在实时监控方面做得更好，报价也更准确。这意味着当客户说他们的价格要再低20%，我们可以很爽快地达成协议。”
With a management system in place, BSC accurately forecasts its jobs while also controlling and enhancing quality, which includes top-level service and on-time delivery.
通过适当的管理系统，BSC公司可以准确地预测、控制、优化其制作项目，还包含高水平的服务和准时交货。
“This enables us to gently advise our customers to the best solution for a given budget,” says Dobie. And, being a full-service sign and lighting shop, people appreciate not having to go to several companies for their signage needs.”
多比说：“这样我们就可以建议客户为最好的设计做出适当的预算。全方位服务的标识照明商铺能够吸引更多有标识需求的客户。”
