It needs to be understood that most paper and card is manufactured for a specific purpose, so that whilst corn-flake packet may look smart it is clearly not something destined for archives. It is made to look good, but only needs a limited life span. It is also much cheaper to manufacture than high grade card.

Paper can be made from an almost endless variety of cellulose based material which will include many woods, cottons and grasses or which papyrus is an example and from where we get word ‘paper’. Many of these are very specialized, but preponderance of paper making has been from soft wood and cotton or rags, with bulk being wood based.

Paper from Wood. In order to make wood into paper it needs to be broken down into fine strands. Firstly by powerful machinery and then boiled with strong alkalies such as caustic soda, until a fine pulp of cellulose fibres is produced. It is from this pulp that final product is made, relying on bonding together of cellulose into layers. That, in a very small nutshell, is essence of paper making from wood. However, reality is rather more complicated. In order to give us our white paper and card makers will add bleach and other materials such as china clay and additional chemicals.

An further problem with wood is that it contains a material that is not cellulose. Something called Lignin. This is essential for tree since it holds cellulose fibres together, but if it is incorporated into manufactured paper it presents archivists with a problem. Lignin eventually breaks down and releases acid products into paper. This will weaken bond between cellulose fibres and paper will become brittle and look rather brown and careworn. We have all seen this in old newspapers and cheap paperback books. It has been estimated that most paper back books will have a life of not greater than fifty years. Not what we need for our archives.

As you start your new business, you'll be asked many, many (did I say "many"?) times, "What do you DO for a living?", "What business are you in?". I'm sure you have passion about your new enterprise, you're highly skilled, extremely qualified ... but you stammer and stutter and can't quite come up with a blurb that sounds professional as well as showing your great enthusiasm for your business.

Being able to clearly state your profile is often called an "elevator" pitch (it has to be able to be stated when you're in an elevator before doors open!), a "sales" pitch, a "30 second" or "3 minute" speech or spiel ...

What's secret of elevator pitch?

Well, it helps if you can clearly and concisely explain what your business does - in a maximum of 3 minutes. Remember - NO negative words, only positive words! Fill in form on page, show it to friends & associates, revise it, say it over and over until it comes easily off tongue ... and won't that impress new people you meet!

................................................ What are benefits? ................................................

It costs you nothing, it helps clarify WHO you are and WHAT you do, it attracts new customers, and shows how professional you are in regard to your business.

"I'm shy!" I hear you say ... If you're trying to find new customers, you have to learn to be confident - you don't have time to be shy ... follow steps listed below and fine-tune your pitch, repeat it often until you sound great! Test it on friends, family, business associates - listen to their suggestions and rewrite until it's just right.

Suggestion :: type it or write it on back of business card or something small to keep in your wallet, where you can see it often and practice it.

................ SAMPLE ................ Good morning, I'm Debbie Goodie-TwoShoes and I am owner of Tappitty Tap Tap Shoes. I provide smallest tap dancing shoes in country. I've reached a new audience of pet actors and people from all walks of life. My tap shoes for pets provide hours of fun for audiences in theatres and in movies. ................ end sample ................

Think you can do better than this? Give it a shot ...

................................................ Let's get started! ................................................

1. Who are you?