2010 Print Solutions Conference & Expo

The 2010 Print Solutions Conference & Expo will feature a full day intensive training program for Sales Professionals and Owners/Top Executives in addition to two days of the Expo.

Sales Certificate Program
The Sales Certificate Program is designed to train new and exisiting sales representatives on the techniques, approaches and skills required to become a top seller. In order to receive a certificate of completion, students must complete the below program requirements:

1. Complete an online Sales GAP Assessment prior to arriving at the Print Solutions Conference & Expo.
2. Attend the all-day sales training program.
3. Attend two of the four sales specific individual breakout sessions.
4. Attend the Print Solutions Expo and two exhibitor-run education sessions.
5. Attend the keynote address, presented by Jeff Hayzlett, chief marketing officer, Kodak.

Owners & Executives Program
Comany owners and top executives will learn what it takes to transform their distributorships to become marketing services providers. This in-depth, day-long workshop will build on the overview session presented at the Print Solutions Conference & Expo in Chicago of last year. [You did not have to attend the 2009 overview session to capitalize on this critical workshop.] This program will demonstrate the specifics on how to make the transition to become a marketing services provider, what needs to be done, where the pitfalls are and how you can be seen as a trusted advisor to your current and potential customers' chief marketing officer. The benefits to your company in making this transformation include:

- Gaining exclusivity of your customers' selling cycle.
- Increasing your volume and profit margin.
- Solidifying your customer relationships.
- Keeping your competitors at bay.

A la Carte Education
For individuals wishing to participate in on-site education, but who do not wish to participate in the day-long intensives outlined above, there will be eight individual breakout sessions that Expo Only attendees may purchase at an a la carte price. This education option is exclusively for attendees who do not wish to participate in either of the intensive training programs above, but wish to increase their knowledge across a specific group of skill sets.

- What's New in How to Market Your Company
- Forcing Your Sales Force into the Future
- Pricing the Consultative Sale
- Leveraging Your Company's Use of Technology
- Listening to Win Customers
- Fundamentals of Proposal Writing
- Lead Generation in a Facebook World
- Questioning Skills for the Sale

Register Online Today

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Comment by Gene Toepfer on May 25, 2010 at 6:41am

Tuesday 5/25, Big show @ PSDA’s Print Solutions 2010, Downtown Baltimore, Booth 731 – Great trade show and fantastic seminars-I am doing one! :-)

Comment by PSDA on March 25, 2010 at 10:02am

Print Solutions Conference & Expo Official Show Guide now available. Read it online: http://www.printsolutionsmag.com/newdesign/issues/april10/PSapr10Dig.html

Comment by PSDA on March 17, 2010 at 9:41am

Just added for an extended networking experience! An Optional Dinner on Monday, May 24 at La Scala Ristorante in historic Little Italy!
www.lascaladining.com

$100 per person, includes: transportation, dinner, wine, taxe & gratuity

Comment by Dave Merli on March 5, 2010 at 2:19pm

We just added another company to the Mailing and Fulfillment Pavilion at our show! We now have Three Dog Logistics & Intelligencer Mailing and Fulfillment!

What are your waiting for?


Call or email today!

Comment by PSDA on March 5, 2010 at 1:45pm

A recent article published by Hiring Center, which is powered by Monster.com, aims to help employers evaluate the actual cost of employee turnover. This guide delves much, much further then visible costs of a turnover, such as cost of recruiters (should you use one), cost of ads/job postings, labor spent from current staff interviewing, pre-hire testing, potential background checks, potential relocation expenses, etc...

What is most interesting is it helps managers identify the soft costs, and boy do they add up! Have you ever stopped to actually think what it really costs your company in lost opporutnity, lost customers, lost sales, lost customer revenue because your business is short one (or more employees?). Not to mention the obvious 3-6 month lag time your business is likely to experience once you have actually hired someone until they actually start producing, the time your other staff takes out of doing their job (and producing for you) to help train the new individual and so on.

Numbers can range from what one company listed as $7000 to a staggering $70,000 as claimed by another. Some businesses go so far as to estimate that the cost to replace someone is an average 2 - 3 times the position's annual salary.

So, the question is...what do you do about it? How do you help your business and keep employees? One key way to do this is training. Invest in your employees, make them a better sales rep, CSR, etc and they will inturn produce better for you and be more apt to stay because they appreciate the investment their company is making in them.

So think of your investment in the Sales Certificate Program ($195 reg fee plus 2 nights hotel) as an actual cost savings to your company...because <$600 is a big, big break from >$7000!

Comment by Mary Sharkey on February 13, 2010 at 7:13pm

Join myself and Dale Bois of Pyramid Checks & Printing In Baltimore for the PSDA Conference & Expo. May 25th & 26th

Comment by PSDA on February 4, 2010 at 9:14am

Will You Make the Transition to Marketing Services Provider?
Originally published in the February 3rd issue of Print Solutions Weekly.
The 2010 Print Solutions Conference & Expo in Baltimore is all about change. Not only has the show been moved from its traditional fall time frame to May 24-26, but this year’s attendees will participate in two new training programs designed to help PSDA members succeed in a challenging economy. In the sales certificate program, attendees will participate in various sales training courses, take an online sales gap assessment test and receive a sales certificate upon completion.

Owners and managers can participate in a full-day workshop, led by Peter Winters and Dale Rothenberger of Winters Group & Associates, on how to become a marketing services provider and better prepare their sales teams for the future. Here are excerpts from an interview with Winters that will appear in the March issue of Print Solutions Magazine.

Print Solutions Magazine: What’s your outlook on the print industry right now?
Peter Winters: The print industry has gone through dramatic changes recently, even prior to the downward spiral of the economy. It will never be the way it used to be. We’re never going to have the kinds of run lengths we once did, where things get wasted or thrown away like they did 10-15 years ago, because everyone’s on a budget. On the other side, marketing execs are dealing with reduced budgets also. They’re having to do more than they did 10 years ago. This creates the perfect storm—the print industry is hurting, and the chief marketing officer’s job description is a very difficult one.
PS: What should attendees expect from your session “Taking it to the Next Level—The Roadmap to Become a Marketing Services Provider?”
Winters: Over the course of one day, we’ll take owners and executives through the entire transition to marketing services provider. This transition is not simply a matter of selling differently. There’s an entire transition your business must go through to succeed in this new world of business development. The session is a live workshop of the next steps for moving forward.
PS: What should attendees hope to gain from this session?
Winters: An understanding of the revenue opportunities that exist in the new world of print communications. They’ll walk away with the structure of a successful business plan, as well as an execution strategy.
PS: Before going to Baltimore, how should attendees prepare for the session?
Winters: There are a number of things they should do. First, consider whether they’re on the last wave of their careers or not. Are they approaching the end of their career or will they still be around and relevant in the future? Second, bring specific industry verticals that are relevant to their region or desired space. Third, come armed with three or four specific opportunities they’re having a tough time cracking. This is a business plan workshop, so we don’t want to talk abstractly. We really want to have an impact on their businesses, so it’s important everyone is ready to participate and engage in this full-day workshop so we can help move the needle forward.
(Look for the full interview in next month's issue of Print Solutions Magazine.)

Comment by PSDA on January 27, 2010 at 4:40pm

January 27th's issue of Print Solutions Weekly reports:
Plan for the Recovery
Jimmy Minichiello is excited about this year’s Print Solutions Conference & Expo. As senior vice president and CMO of Proforma Spectrum Graphics, West Caldwell, N.J., Minichiello plans to send six members of his sales team to the sales certificate program, May 24, in Baltimore. Minichiello has attended the show in the past, but this year he’s eager to engage his sales team in PSDA’s new, all-day sales training program because it parallels his company’s core strategic plan. “Our strategy right now is to view the economic downturn as an opportunity to position our company stronger once the economy recovers,” he says. This means building internal sales growth by immersing his sales team in the training offered at the show, he says. “I’d like for them to learn more effective strategies to setting up appointments with prospects and how to move the sales process along,” he adds.

Comment by PSDA on January 13, 2010 at 12:05pm

Print Solutions Conference & Expo: It’s About Change
As published in January 13th's Print Solutions Weekly

The 2010 Print Solutions Conference & Expo in Baltimore is all about change. Not only has the show been moved from its traditional fall time frame to May 24-26, but this year’s attendees will participate in two new training programs designed to help PSDA members succeed in our challenging economy. In the sales certificate program, attendees will participate in various sales training courses, take an online sales gap assessment test and receive a sales certificate upon completion. Owners and managers can participate in a full-day workshop on how to become a marketing services provider and better prepare their sales teams for the future. Brian Lambert, director of sales training drivers for the American Society for Training and Development (ASTD), author of three books on professional selling and named one of the most influential people in professional selling by Sales & Marketing Management magazine, will lead the all-day sales training session inspired by his book “10 Steps to Successful Sales.” Below are excerpts from an interview with Lambert, which will appear in the February issue of Print Solutions Magazine.

Print Solutions: There’s a lot of discussion among PSDA members about changes to this year’s show, especially the sales certificate program. Can you give us a preview of what to expect?

Brian Lambert: PSDA wants to provide its members with resources and tools at the conference that many sales teams are missing. This certificate program was created to fill that gap—to take theory and put it into practice in a condensed format, so attendees can leave with something immediately applicable to their jobs when they get back in the trenches. The whole thing is designed to provide thorough understanding and tactical, tangible steps to reaching trusted adviser status with customers.

PS: What can participants expect from your all-day course?

Lambert: The class is built on my book “10 Steps to Successful Sales.” It defines what it takes to move from salesperson to sales professional. There are three sections of the book: how to be effective, how to be proficient and how to be a trusted adviser. In class, we’ll primarily focus on how to be a trusted adviser, in a lively and fun session that brings effectiveness and efficiency to the forefront. The class is designed to learn from one another, just like the book that has over 100 quotes from top performing salespeople. Attendees who complete the program will receive the book.

PS: Based on your past experience, how will members benefit from attending?

Lambert: Attendees will leave with better listening skills, better creativity with customers, better questioning techniques and an action plan for improving themselves throughout the next year. Others who have used the 10 steps have been able to drive more revenue, make customers happier and build better trust with clients.

PS: Can you give a specific example of how the program improved a salesperson’s performance?

Lambert: One seasoned salesperson used the program to re-engage a different market. He needed to switch to selling a different service in a different industry, so he picked up the book, applied the different steps and was successful at selling to a new market. Others have put the certificate on their resumes as a way to set themselves apart during the job application process.

PS: Describe the ideal student for this program.

Lambert: Someone who wants to get back to the basics and focus on the fundamentals of selling. And managers who want to learn and use these steps with their sales teams.

PS: Part of this program includes taking a sales gap assessment test prior to attending the show. Can you explain what to expect from the assessment?

Lambert: It’s designed to be a competency diagnosis tool. It helps separate a salesperson’s knowledge and skills, and define h

Comment by PSDA on January 4, 2010 at 8:52am

Three days into the New Year and proud to announce that the 2010 Print Solutions Conference & Expo registration is NOW OPEN. Show dates: May 24-26. Show location: Baltimore, MD. Register early and scratch it off your to do list. https://www.printsolutionsshow.com/registration_information.cfm

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