Show Floor Education

1:30 - 2:30 pm
The Story Behind My PEAK Award - Screen Printing, Neil Young Diary Project
Le Harkrider, general manager, Repacorp
This story shows how productions issues and extraordinary deadlines can be overcome when you have a dedicated team. Hear how a spectacular product came to be in spite of numerous delays and complications.

Voice Mail Messages that Get Results
Wayne Miller, president, PrintMarketing, LLC
People rarely answer their phones anymore. At this dynamic exchange, you'll learn how other distributors are getting past the gatekeeper and using voicemail to turn prospects into sales opportunities.

Selling Office Supplies
Joe Walkup, president, Innovative Business Products, LLC
One of the mysteries of distributor sales is getting into selling office supplies. Collaborate with other distributors that have entered the office supply market, learn from their trials and tribulations, and realize that the money really is there for the taking.

Sales Fundamentals for Seasoned Reps
Mark Triller, president, Triller Print Source & Services
Everyone needs a refresher on sales tactics. Here you can quickly and easily assess your skills and exchange ideas with your peers about what issues other distributors encountering and how are they working today's environment in their favor.

1:45 - 2:15 pm
Define Your Leadership Style: Shaken or Stirred*
Dale Dembski, president, Data Management Center
You don't need to be a secret agent to know the goals of finance: improve cash flow, receivables and profitability. Uncover how DMC transforms traditional business practices by 30-50% savings with print to mail, email, fax, web, online payment, billing and more.

2:30 - 3 pm
Digital Document Conversion for Customers*
KC Frank, vice president, The Flesh Company
Evolve your business by offering your clients digital document conversion services. Your clients have a lot of paper and you can help them go digital; making it easier for them to search through old documents and run their business more efficiently. Offering this service can improve customer relationships while increasing revenue for your company. Find out how these services work, how to sell them and why it's a win for all.

2:45 - 3:45 pm
The Story Behind My PEAK Award - Commercial Printing, 4C+ Multi-Component, 'Zou Zone Promotional Campaign
Tim Rasmussen, vice president of marketing, RBO PrintLogistix
Understand the challenges presented by a mult-component marketing concept and hear how effective design variations produced a successful campaign.

Power of Direct Marketing
Mike Weinzierl, president, Professional Graphic Communications
Whether you are selling it or using it to promote your own company, find out how to expand your marketing message using tried and true direct marketing methods.

Using Social Media
TJ Tedesco, advisor, Grow Sales Inc.
Getting a Facebook and Linkedin account is just the beginning of your social media initiatives. Hear how your peers are utilizing these, and other, tools to generate buzz, grow referrals, and expand awareness.

Financing Options for Small Distributors
Chris Ferguson, president, Bywater Business Solutions
Lining up financing when you don't need it is the key to finance options. While the banking industry continues to reel and pools of money dry up, discover how other distributors are being proactive on credit and what the current trends are in small business loans.
      
3:15 - 3:45 pm
The New Digital Letter Package - Letter Packages that Go from Print to Pixel*
Ed Glaser, CMO, Colortree
Learn how the trusty old letter package is transforming direct marketing. Introducing the new digital letter package where the latest in digital imaging and on-demand converting converge. See a live demonstration of letter packages that will take you from print to pixel for powerful cross-media marketing campaigns.

4 - 4:30 pm
The Efficiencies of Gang Run Printing*
Gene Toepfer, sales and marketing manager, Foster Printing Service
Learn effective and competitive strategies behind templated printing. Expand your knowledge and, at the same time, gain an understanding of how offering these services and technologies can benefit your business and allow you to make money from already low-priced printing.

4:45 - 5:15 pm
Building Cross-Media Programs for Clients*
Robin Marchetti, senior channel consultant, Wise
Cross-media is one of the buzz words that you will be hearing more about over the next year. Join us to learn how you can improve your cross-media campaign knowledge and learn how you can build it for your customers.

Wednesday, May 26
Sessions marked with an asterisk (*) are exhibitor-run sessions. All others are peer-to-peer, Idea Exchange Centers.

10:30 - 11 am
SELLING: Take the Cross Media Plunge*
Linda Bova, president, Primadata Inc.
Cross-media doesn't have to be a shark-infested swim. This MSP-savvy manufacturer helps distributors take the cross-media plunge every day. Learn that if you can get the right audience, a cross-media sales pitch isn't complicated. Packed with appealng visuals and memorable sound bites, this session is just what your sales force needs.

11:15 - 11:45 am
Selling Short Run Packaging*
Guy Wilcomb, executive vice president, Triangle Printing
Packaging is one area of print that has not been shrinking. We'll examine the fundamentals of knowledge that you need in order to start talking and selling packaging. From specifications to jargon, you'll learn how to effectively communicate so you can sell packaging.

12 - 12:30 pm
Combining Print, pURLs and Profits*
Dennis LeMaire, campaign manager, Greystone Print Solutions
Discover the latest trends using pURLs in a media campaign and learn the path to profit as well as the path of least resistance. You will learn how to set up your first pURL campaign and identify what you must have in place so that you can start selling this technology immediately.

12:45 - 1:15 pm
Web Stores for Customers*
Ross Barker, CEO, e-Quantum
Someone is going to set up your customers' website and it might as well be you. Part of becoming a marketing services provider means that you should handle print and web services. Learn how to integrate web stores into your current mix and make money in new ways.

1:30 - 2 pm
Incorporating a QR Code Campaign*
Lindsay Gray, president, Acculink
Understand the fundamentals of QR Codes and how you can incorporate them into your customers' next marketing project. How are QR Codes being used in campaigns today? What do you need to know to set this product up for your customer? At this session you'll discover the method behind the code.

12:15 - 1:15 pm
The Story Behind My PEAK Award - Digital Printing, VDP B2B, Personalized Insurance Policy Forms Booklet
Kevin Montecalvo, president, Proforma InPrint
Explore the cost effective and smart strategy of converting multiple blank, single-part forms into a single booklet. See how using variable data allowed for more efficiency and accuracy in the completion of the form which positively impacted the client's bottom line.

Build a Team Within Your Own Company
Craig Faubel, president, Dantotsu Performance
Identify the traits of a powerhouse sales team and learn how you can develop that team within your own company. You will learn how to surround yourself with successful people and develop your team members while embracing all the company stakeholders. Formulate a plan to increase your personal productivity to drive more sales.

Up-Selling and Penetrating Accounts
John Sanders, vice president of sales and marketing, RBO PrintLogistix
Design programs and offerings that include up-selling and increasing the sale. Consult with your peers on how to not leave money on the table. The upsale is sitting there so why not capitalize on growing the margin?

Repeating a Formula for Success
Chris Sustak, COO, SureWay Marketing Services
Learn how others have replicated success. Once you have done it right the first time, you can scale the program and repeat it many times over. Collaborate with other distributors that have done this with various product lines.