Business Growth Strategies Track: Room - Cohiba 2

How to Transform Your Business into a Marketing Services Provider

An in-depth look at the dramatic changes that have affected the print industry recently along with proven strategies, plans and tactics that print service providers can follow to grow their business despite the decrease in printed materials.

This highly interactive presentation (come prepared to participate!) will examine case studies of companies that have already found ways to adjust their business model, and succeed. You'll hear commentary and advice from industry leaders who not only offer valuable guidance on what printers must do now, but also how they can prepare for what changes will come in the near future.

Key Takeaways:

• Discover various paths that you can take to transform your business into one that successfully offers full marketing services
• Learn how to make the necessary internal and external changes – including resources, messaging, and more
• Take home business strategies, marketing plans, and campaign ideas that will help your business grow!

Date/Time:	Tue. Jan 24th, 11am – 12pm
Speaker:	John Foley, Jr., CEO/CMO, Grow Socially

Successfully Selling Digital Solutions

Making the move into the new world of on-demand production and fulfillment, variable print, and web based solutions is surely challenging. This transition is full of pitfalls, trial and error. Make it easier on yourself - get practical advice and lessons learned to help ease your transition.

You'll get proven advice from people who've been there on managing your business, selling legacy services side-by-side with new services and training employees. You'll learn why finding new customers during this time is critical to navigating the landscape and coming out safely on the other side, and get tips on how to do it.

Date/Time:	Tue. Jan 24th, 1pm – 2pm
Speakers:	Don Klumbach, Director of Sales & Marketing, Modern Mail Ed Warren, Vice President, Creative Marketing Solutions Kathi Woolsey, VP of Marketing & Sales, ImageSet

Sponsored by Konica Minolta

Growing Your Overall Business: Views from the Trenches

Competition within the print space is intense and getting tougher. While a digital press will give you the ability to pursue new business opportunities, the "build it and they will come" mentality no longer exists. The challenge is developing a solid, realistic marketing and technology plan matched to the changing needs of the communications market.

Hear from a panel of your peers who have successfully grown their business, and are changing the tide. Discover how they found new opportunities within their existing customer base and how focusing on their customers yielded big rewards. Learn from their experiences to see how you can grow your future business.

Key Takeaways:

• Find-out what strategies others have used to help increase business
• What your customers really care about
• How to market yourself to your customers
• Where to get help to learn about technology and how best to use it to its fullest

Date/Time:	Tue. Jan 24th, 3pm – 4pm
Speakers:	Bob Radzis, Chief Customer Officer, RT Associates Allison Rickett, Sales Manager, Triangle Mike Sevigny, Co-owner, Chromatic Inc. Lithographers

Sponsored by Canon

Generating Revenue with Mobile Tagging

QR codes are an excellent way to instantly connect with customers by integrating print with mobile communications. But there is more to effectively using this tool than adding a code to your direct mail. There must be user-friendly and valuable content built in beyond the code in order to engage customers once they visit your landing page.

Nick Ford, Co-Founder and CMO of Tappinn, will share strategies for adding QR codes and mobile design to your value-added services. Learn from his experiences working with a wide range of customers.

Key Takeaways:

• How to drive new business by offering mobile integration services
• Do's and don'ts of mobile website design

Date/Time:	Wed. Jan 25th, 10am – 11am
Speaker:	Nick Ford, Co-Founder and CMO, Tappinn

Strategies for Selling to the Non-Profit Market

The non-profit market has a tremendous need for strategic communications with their constituents. Whether its donor nurturing, fundraising appeals or recruiting volunteers relevant marketing powered by digital print can achieve outstanding results.

Learn from Kate Dunn and Jessica Eng how you can break into this market and develop win-win solutions.

Key Takeaways:

• Why a community involvement program is a great way to build awareness and position your business as the "go to" resource for nonprofit organizations
• How other print/marketing services providers successfully generated leads and new business from their goodwill efforts
• Best practices that you can apply when implementing a nonprofit lead generation program

Date/Time:	Wed. Jan 25th, 11:15am – 12:15pm
Speakers:	Kate Dunn, President, Digital Innovations Group Jessica Eng,VP of Marketing, Allegra Network

Manage the Relationship, Not the Project

As we try to sell more solutions to current clients, we must remember to make sure that the relationships are still intact. I find some sales people focus on the project and do not pay attention to the client's needs and concerns. As relationship sales people, the relationship is the most important part of the process.

You want to ask yourself:

• Do I know what my client's expectations are?
• How do they feel about the process or workflow of the current project?
• Have you responded to all of their concerns or frustrations with positive options or alternatives? Are you living up to your own hype?

Learn the keys to maintaining a winning relationship with your clients. Your customers might not tell you, but we will.

Key Takeaways:

• What do clients really want in a provider?
• Why clients stop buying from you
• Getting to the decision maker

Date/Time:	Wed. Jan 25th, 1:15pm – 2:15pm
Speaker:	Leslie Groene, President, Groene Consulting