The days of selling print based on equipment specifications are over. Today, printers need a technology or customer-driven strategy to attract profitable work that is more than just ink on paper. Our expert panel from across the supply chain will discuss how printers can make money from services including fulfilment, personalisation, mailing and many others. In addition, the panel will explore the optimum technologies needed to execute these strategies and the changing competitive landscape as digital takes a higher market share from analogue.... Less info

Implement this little-used secret to find new high quality prospects via your existing accounts. Nearly every customer you deal with has a direct connection with someone else you want to deal with. If you are looking for new prospects, this is the fastest way to get them. And you don't have to cold call! - Put a ring of steel around your best customers, so even the most persistent competitors can't steal them away. Using this one strategy actually saves you time and resources and can be implemented in a couple of hours. - Keep the competition out of your accounts. I'll show you the one action you can take that will dramatically improve your customer loyalty. It takes between 5 & 15 minutes to implement and costs no money. - Increase sales in existing accounts, even when their volumes are down. If you've ever visited a customer and discovered they were buying products and services that you sell... from your competitors... then you must implement this quickly. It's a systematic way to uncover hidden opportunities in your existing customer base.... Less info

Who or what is Fogra? Tasks of Fogra. The organization of a research institute. Standards and Certification. Advice, testing and control products from Fogra... Less info

The use of the FSC logo on printed material and exploring some of the myths surrounding this.Forest Stewardship Council (FSC)Speaker: Rosie Teasdale -Deputy Director/Tallulah Chapman - Business Advisor... Less info

Drivers for sustainable paper sourcing Recycled vs certified virgin fibre Role of sustainable forest management in responsible paper procurement Global sustainable forest management schemes Benefits to the print industry of certified paper Demand for chain of custody certification from the UK print and paper sector continues to grow rapidly.   In 2007 fewer than 70 print companies in the UK had invested in PEFC chain of custody certification; today that figure is nudging 500.  This rapid uptake of chain of custody certification within the print sector reflects the fact that despite the prevailing challenging economic climate, environmental responsibility remains important to print buyers.  As a result of this rapid take up of chain of custody certification, more and more publishers ? both trade and consumer ? are using the PEFC logo on their publications to provide environmental assurances on paper sourcing. In addition, most of the UK?s leading paper merchants are able to supply a range of both PEFC and FSC certified papers to those printers seeking to capitalise on the increasing demand for greener products.... Less info

Will continued consolidation see the rise of a handful of megaprinters offering ever cheaper prices, or will we see an increasing number of printer types, with supermarkets, retail outlets and others joining the industry? Will we see ever see a paperless office, or will every office have its own printing press, capable of producing perfect-bound books in single copy production runs? Will an internet giant become the world's biggest printer, offering one-off copies of out-of-copyright manuscripts? Our panel will explore these seemingly contradictory trends and map out a vision for how our industry is likely to evolve.... Less info

- Present the same package in a new light. If you can't do this effectively, you'll be just another commodity supplier who ends up competing on price. - Ask a specific set of questions in the right sequence that leaves the prospects wanting more.- Grow your business in a competitive market by using irresistible hooks and provocative questions. Get this right and you instantly escape the price wars your competition will be stuck fighting in. You'll now be able to find work without discounting your price. You'll even be able to pry away good customers from other established printers. - Provide a solution to the customer that will generate profits... and not just turnover.- Book the 2nd meeting by using one magic phrase that is elegantly simple and staggeringly powerful.... Less info

How to maintain credit lines with vendors. - What to do if you need low cost operating capital? - What happens if you need financing and you don't want to offer a personal guarantee? - Where are the best places to look for capital? - Should you lease or should you borrow? - What is the best approach?... Less info

- Approach a customer from a value perspective, rather than from a price perspective. - Add unique value to the client that they can't get from the guy down the road. - Differentiate your company in the face of stiff competition. - Use the Customer Value Map to easily get an audience with potential new accounts. You will instantly be positioned as being different to their existing suppliers. - Get more... better quality customers once you change your opening sales pitch. After you've completed these step-by-step instructions, you'll have a new way to get in the door to decision makers. They'll actually WANT to see you!... Less info

Andrew Pearce, Chief Executive

So often, we think of charities and companies being very different. But, there are many similarities and the presentation gives delegates the opportunity to see what The Printing Charity did to achieve its aim of helping more people, and how this might be applied in increasing sales.... Less info

The printed word on paper has been around for over 2000 years yet, for this ubiquitous product in our daily lives, its raison d??tre is being seriously questioned.  Some would argue that, except for the most cherished of documents, there are better ways to store and communicate information and that the days of printed media are numbered.   Like rabbits caught in headlights the industry has observed, without concerted reaction, the threats it faces, whether from environmental activists or from emerging new media, seemingly hoping that the problem would pass. It has focussed on what it does best, and has believed to be most important, that is to produce better paper and print, without tackling the wider reasons for falling demand.   There?s common agreement that the Print and Paper industries, perhaps better and more widely described as the Graphic Communications Value Chain, have not, so far, invested to communicate their own case to a changing world. In this vacuum negativity has been the outcome.  So if the industry wants to be part of this debate, and ensure that all the positive aspects of Print Media are given the prominence they deserve, then it?s time to get stuck in and make sure that its voice is heard.... Less info

With the Sony e-book launch in August 2009 and rumours of an Apple Tablet launch later this year, the e-reader market space is hotter than ever and poses a real threat to many print sectors. The electronic displacement of print is undoubtedly shifting the competitor landscape, but could also lead to new opportunities for printers. With panellists from all sides of the debate, join the discussion and find out how electronic devices could affect your business model.... Less info

- The 40-40-20 Rule: The purpose of this framework is to see if you have maximized the most powerful elements of your marketing campaign. If your campaign is not working, this is the first place you need to look. - The 5 Ways To Grow A Business: Get a small increase in each of the five and you can create exponential growth in any marketing effort. - The 5 Ps: Every one of your marketing campaigns should incorporate each of the Ps. Miss even one and you're leaving money on the table. - The 2 Decisions: Every time a prospect makes a purchase, they make 2 separate decisions. When you understand how to use this knowledge in your marketing, you'll see a rapid increase in your results.... Less info

- The 3 ways to find great prospects and the one thing you absolutely have to know before you contact them. Miss this and you won't get past the gatekeeper. - How to use the law of small numbers to get better quality prospects with fewer resources. I've personally used this strategy consistently for years to massively outsell the competition.- The 5 most important profiling questions you must answer before deciding on an ideal client. Miss any one of these questions and you could waste a lot of time selling to the wrong type of customer. - How to stack the odds of success in your favour by as much as 80% by understanding a very simple law of business.  This is not something you will ever learn in an MBA class, but all successful business owners understand it. - Discover the best sectors for a company like yours and stop wasting time trying to sell to people who don?t value what you do.... Less info

Auditing and audience measurement- understanding circulation and internet metrics for optimising B2B marketing campaigns Speaker: Stuart Wilkinson, Best Practice Alliance and MD, EMEA Region, BPAW... Less info

Stuart Wilkinson, Best Practice Alliance and MD, EMEA Region, BPAW

Drivers for sustainable paper sourcing Recycled vs certified virgin fibre Role of sustainable forest management in responsible paper procurement Global sustainable forest management schemes Benefits to the print industry of certified paper Demand for chain of custody certification from the UK print and paper sector continues to grow rapidly.   In 2007 fewer than 70 print companies in the UK had invested in PEFC chain of custody certification; today that figure is nudging 500.  This rapid uptake of chain of custody certification within the print sector reflects the fact that despite the prevailing challenging economic climate, environmental responsibility remains important to print buyers. As a result of this rapid take up of chain of custody certification, more and more publishers ? both trade and consumer ? are using the PEFC logo on their publications to provide environmental assurances on paper sourcing. In addition, most of the UK?s leading paper merchants are able to supply a range of both PEFC and FSC certified papers to those printers seeking to capitalise on the increasing demand for greener products.... Less info

Sustainability is one of the hottest topics today, but there remains widespread confusion about the relative environmental benefits 'green printing'. Is there a market for sustainable print and, more importantly, are print buyers and consumers willing to pay the price? Join the panel discussion with input from across the supply chain to find out what really matters to print buyers and consumers, and how to benefit from this global trend.... Less info

- The 4 core activities that drive outstanding sales performance. Sales people must spend the majority of their time on these activities if they want to hit or exceed target. Your compensation plan must make that clear. The most important thing you must do BEFORE you create a compensation package. It's called Sales Job Design and only a very few companies do it. - The correct way to configure sales territories. There are 5 main options you can select from.- The correct way to allocate quotas for the year. Yes there really are ways to do this correctly. You?ll also learn how to set targets so that 30% of the team underperform. I know that seems weird but it will make complete sense when I explain it fully. - Why you should have a maximum of 3 measures that you use to calculate commissions. - You'll also discover how to split the percentage of commissions across each measure. - Why you must have a threshold before you start paying commission and why you must avoid having caps? They are a killer for high performing salespeople. - How to use hurdles and multipliers to drive sales performance through the roof. This is a nifty trick I learned a few years ago and it works like a dream. And a whole lot more...... Less info

Find new customers by leveraging the customers you already have. Once you've learned this system... It's like baking a cake. Use the same recipe and you'll get the same results. It works like clockwork. Use the same strategy the world's best salesman used to get into the Guinness Book Of Records. It's amazing, it's the only thing he did and you can use it beginning immediately once you learn the system. Leverage naturally synergistic relationships to get introduced to companies who are open to talking to you. And if you implement it like you'll learn here... you'll be able to get access to the decision makers.- Implement the Web Of Appreciation so your system runs on auto-pilot. If you don't implement this part, your whole system will underperform. It's the combination of all the parts I'll give you that really makes this work so well.... Less info

Printing is often treated as a craft but in reality is an advanced and precise manufacturing process which can deliver repeatable high quality results. However, to do this requires an understanding of the underpinning science. This presentation will look at how the appliance of science can add value to your printed product, reduce your waste, improve your quality and introduce you to new markets, such as by the printing of functional materials. It will look at the benefits of using alternative colour sets, colour control and improving your printing process. It will also give an introduction to the ?new? field of adding value, security and creating new markets by the incorporation of printable electronics... Less info

Professor Stephen Hoskins

The days of selling print based on equipment specifications are over. Today, printers need a technology or customer-driven strategy to attract profitable work that is more than just ink on paper. Our expert panel from across the supply chain will discuss how printers can make money from services including fulfilment, personalisation, mailing and many others. In addition, the panel will explore the optimum technologies needed to execute these strategies and the changing competitive landscape as digital takes a higher market share from analogue.... Less info

- How to get clarity about where you want your business to be in the future. You want to achieve your business goals and you want to have a life while doing it. - The 3 roles in business and how much time you need to devote to each. Hint: most people spend too much of their time in the wrong role. That's why they are always overwhelmed and struggle to achieve a lot. - The most important question you can ask yourself in business. It's called the 'Money Making' question and most people seldom ask it. Once you have the answer. You'll suddenly be massively more productive. - Your Three to Thrive and why you must have this in front of you each week. This is what allows you to stomp your foot on the accelerator and race towards your goals. - How to tame the office phone so you end up back in control. I'll give you 6 different strategies which you can mix and match for your individual requirements. The best way to control your digital assistant. Blackberries, iPhones, etc. are great tools until they begin to take over your life. There is a simple solution that solves the problem in a matter of seconds. - How to get in control of your email so you never feel overwhelmed again. I got to the stage where I dreaded getting back from holidays because I'd have hundreds of emails in my inbox. I had to develop a drastic solution that works beautifully. - How to win the paper war so you're in control of your desk and you can find stuff quickly. PLUS a whole lot more...... Less info

- How to maintain credit lines with vendors. - What to do if you need low cost operating capital? - What happens if you need financing and you don't want to offer a personal guarantee? - Where are the best places to look for capital? - Should you lease or should you borrow? What is the best approach?... Less info

- How to use the RHYTHM strategy to rapidly increase sales activity AND sales results. - How to maximize the productivity of your sales force, so they spend more quality time face-to-face with potential buyers. - How to change the way your sales team thinks about selling so they move away from focusing on PRICE and begin to focus more on VALUE. - How to find and hire quality sales people. PLUS a whole lot more?... Less info

This looks at the history of the Charity and how it has reacted to changes within the Industry and Society.... Less info

Who or what is Fogra? Tasks of Fogra. The organization of a research institute. Standards and Certification. Advice, testing and control products from Fogra... Less info

Will continued consolidation see the rise of a handful of megaprinters offering ever cheaper prices, or will we see an increasing number of printer types, with supermarkets, retail outlets and others joining the industry? Will we see ever see a paperless office, or will every office have its own printing press, capable of producing perfect-bound books in single copy production runs? Will an internet giant become the world's biggest printer, offering one-off copies of out-of-copyright manuscripts? Our panel will explore these seemingly contradictory trends and map out a vision for how our industry is likely to evolve.... Less info

- The 40-40-20 Rule: The purpose of this framework is to see if you have maximized the most powerful elements of your marketing campaign. If your campaign is not working, this is the first place you need to look. - The 5 Ways To Grow A Business: Get a small increase in each of the five and you can create exponential growth in any marketing effort. - The 5 Ps: Every one of your marketing campaigns should incorporate each of the Ps. Miss even one and you're leaving money on the table. - The 2 Decisions: Every time a prospect makes a purchase, they make 2 separate decisions. When you understand how to use this knowledge in your marketing, you'll see a rapid increase in your results.... Less info

- The 3 ways to find great prospects and the one thing you absolutely have to know before you contact them. Miss this and you won't get past the gatekeeper. - How to use the law of small numbers to get better quality prospects with fewer resources. I've personally used this strategy consistently for years to massively outsell the competition. - The 5 most important profiling questions you must answer before deciding on an ideal client. Miss any one of these questions and you could waste a lot of time selling to the wrong type of customer. - How to stack the odds of success in your favour by as much as 80% by understanding a very simple law of business. This is not something you will ever learn in an MBA class, but all successful business owners understand it. - Discover the best sectors for a company like yours and stop wasting time trying to sell to people who don?t value what you do.... Less info

Andrew Pearce, Chief Executive

This seminar will cover the background to the B2B Alliance, the members and the progress it has made. More importantly, it will cover the importance of best practice, particularly across integrated campaigns, how to use the portal and other links to best practice information. For more information go to www.b2balliance.info and sign up to the newsletter.... Less info

With the Sony e-book launch in August 2009 and rumours of an Apple Tablet launch later this year, the e-reader market space is hotter than ever and poses a real threat to many print sectors. The electronic displacement of print is undoubtedly shifting the competitor landscape, but could also lead to new opportunities for printers. With panellists from all sides of the debate, join the discussion and find out how electronic devices could affect your business model.... Less info

- The 4 core activities that drive outstanding sales performance. Sales people must spend the majority of their time on these activities if they want to hit or exceed target. Your compensation plan must make that clear. The most important thing you must do? BEFORE you create a compensation package. It's called Sales Job Design and only a very few companies do it. - The correct way to configure sales territories. There are 5 main options you can select from. - The correct way to allocate quotas for the year. Yes there really are ways to do this correctly. You'll also learn how to set targets so that 30% of the team underperform. I know that seems weird but it will make complete sense when I explain it fully. - Why you should have a maximum of 3 measures that you use to calculate commissions. You'll also discover how to split the percentage of commissions across each measure. - Why you must have a threshold before you start paying commission and why you must avoid having caps? They are a killer for high performing salespeople. - How to use hurdles and multipliers to drive sales performance through the roof. This is a nifty trick I learned a few years ago and it works like a dream. And a whole lot more...... Less info

The correct way to use the phone when making appointments. Learn the opening line that immediately differentiates you from the competition. And learn the closing line that gets you the appointment. The best way to work with gatekeepers. Sometimes you need to get around them and sometimes you need to work with them. I'll show you a gatekeeper system that actually works. It won't work all the time but it's going to be a lot better than what your competitors are using. What you need to do even before you make contact. Of course, you need to research the company that's obvious but there are other things you must also do. Fail to do one of these and you have no hope of seeing a decision maker. The best way to use a sequential marketing sequence to break through the clutter and get your prospect's attention. I only discovered this idea about 7 years ago. Once I implemented it, I saw results in some projects increase by 400%. But you have to know how to execute it correctly. The best tools to use to boost the number of appointments you get. There is one tool in particular you must have and you probably don't have it now. It's free, but will take a short time to develop. When you have it you have an instant advantage. PLUS a whole lot more?... Less info

Sustainability is one of the hottest topics today, but there remains widespread confusion about the relative environmental benefits 'green printing'. Is there a market for sustainable print and, more importantly, are print buyers and consumers willing to pay the price? Join the panel discussion with input from across the supply chain to find out what really matters to print buyers and consumers, and how to benefit from this global trend.... Less info

- How to get clarity about where you want your business to be in the future. You want to achieve your business goals and you want to have a life while doing it. - The 3 roles in business and how much time you need to devote to each. Hint: most people spend too much of their time in the wrong role. That's why they are always overwhelmed and struggle to achieve a lot. - The most important question you can ask yourself in business. It's called the 'Money Making' question and most people seldom ask it. Once you have the answer. You'll suddenly be massively more productive. - Your Three to Thrive and why you must have this in front of you each week. This is what allows you to stomp your foot on the accelerator and race towards your goals. - How to tame the office phone so you end up back in control. I'll give you 6 different strategies which you can mix and match for your individual requirements. The best way to control your digital assistant. Blackberries, iPhones, etc. are great tools until they begin to take over your life. There is a simple solution that solves the problem in a matter of seconds. - How to get in control of your email so you never feel overwhelmed again. I got to the stage where I dreaded getting back from holidays because I'd have hundreds of emails in my inbox. I had to develop a drastic solution that works beautifully. - How to win the paper war so you're in control of your desk and you can find stuff quickly. PLUS a whole lot more...... Less info

- How to use the RHYTHM strategy to rapidly increase sales activity AND sales results. - How to maximize the productivity of your sales force, so they spend more quality time face-to-face with potential buyers. - How to change the way your sales team thinks about selling so they move away from focusing on PRICE and begin to focus more on VALUE. - How to find and hire quality sales people. PLUS a whole lot more?... Less info

- How to maintain credit lines with vendors. - What to do if you need low cost operating capital? - What happens if you need financing and you don't want to offer a personal guarantee? - Where are the best places to look for capital?- Should you lease or should you borrow? What is the best approach?... Less info

Best Practice in Direct Mail, including data and sustainability Lorraine Turner, DMA Mailing House Committee and MD, CCS Direct Mail and Vincent Gidley, DMA Mailing House Committee and MD, Howitts... Less info