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9 – 10 am |
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Exhibitor Run Education
Cashing in on the Coming Entrepreneur Boom – Ed Glaser, CMO, Colortree
Thousands of new and small businesses are poised to drive America’s economic recovery as we enter the new decade. This session will explain how the coming entrepreneur boom will create a once-in-a-lifetime opportunity for distributors. Learn how you can earn big profits by helping new and small businesses grow sales and revenues. The session will discuss proven marketing strategies and introduce the latest tools and tactics that are ideal for small businesses.
The Effect of the Connect—Operating in a Multichannel Marketing World –
Robin Marchetti, senior channel consultant, Wise
Operating in a multichannel environment isn't new, but it's becoming increasingly complex. Customers spend more time online and increasingly use digital channels to do more than just buy goods—they now routinely use digital channels to gather information, transact, and obtain help. In response, organizations must incorporate more digital channels into their multichannel strategies and tactics, including email, purls, mobile and social media. Few companies understand how to effectively implement and track multichannel experiences. To create and sustain breakthrough multichannel relationships across all channels, companies must deploy the right tools. Learn how you can help your customers be successful for the future with integrated communications. This session will teach you: what channels are effective in the mix, how to integrate across channels, how to set up an integrated campaign, and show a real live case study across multiple channels.
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10 am – 2 pm |
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Show Floor Open |
12:30 – 2 pm |
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Buffet Lunch |
| Monday, September 27
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Printing Sales & Service Clinic
Dave Fellman, principal, Dave Fellman & Associates
This bonus seminar, the day before the Charlotte FOCUS trade show, will teach the fundamentals of printing sales, combining essential product knowledge and sales/customer service techniques. Presented by David Fellman, an industry consultant with extensive printing and business forms sales experience, has developed this special sales and service clinic for new and slightly seasoned salespeople and customer service representatives. Attendees can expect to learn about offset and digital printing processes and, more importantly, learn how to capture and communicate the specs and information that a manufacturer will need to produce an accurate quote and a satisfactory print job. This seminar will provide strategies for dealing with the most common sales and customer service obstacles, including the price objection. Additional fee for this special bonus event is $149 for PSDA members, $249 for non-members.
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8:30 – 10 am
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Presses, Printers, Paper, Process, PMS & PDF
The product knowledge that surrounds printing can seem pretty daunting, but you really do not have to be a printing expert to sell it effectively. This session will cover the basics of print production and, believe it or not, with just this information, you’ll be more of a printing expert than 90% of your customers. |
10:15 am – 12 pm |
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Printed Products
Someday, someone’s going to ask you what kind of printing you sell. The best answer is pretty straightforward: “I sell both promotional and operational printing. For example, I sell promotional printing like brochures, flyers, catalogs, postcards, direct mailers, and even large format items like posters and banners. And, I sell operational printing such as letterhead, envelopes, business cards, business forms, manuals and labels.” This session will cover all you need to know in order to sell these products effectively. |
12 – 1 pm |
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Lunch (on your own) |
1 – 3 pm |
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Printing Buyers
This session will help you to identify the real decision makers, get them to meet with you, and identify their hot button issues. You will learn how to position yourself as a premium provider, not just as another printing salesperson from another printing company.
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3:15 – 4:30 pm |
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Problems and Opportunities
Each of the first three sessions in this program will leave time for you to ask questions. But, this session will be exclusively dedicated to answering any and all questions you may have. During this time, you are free to discuss with Dave Fellman the types of situations you’re running into and he will suggest a strategy to help you close the sale.
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