Secrets of Growing Higher Margin Business
Landy Chase, Landy Chase Incorporated

Do your sales people lack the skills to justify your pricing? Are you sacrificing profits to the lack of negotiating skill in your sales team? Is your company having difficulty in communicating its value proposition? If you answered "YES" to any of these questions, Landy Chase’s special executive presentation on effective negotiating is one you can’t afford to miss! Attendees will learn new, specific, hands-on methods that will show you how to successfully accomplish the following:

• Present pricing to reinforce value and justify your numbers
• Handle the price objection professionally and effectively
• Avoid delays in getting customers to make buying decisions
• Negotiate from a position of power - every time
• Meet the customer's pricing needs - without sacrificing your margins
• Increase your organization's success in bringing in new work

Improve Productivity on the Shop Floor
Ray Prince, PIA/GATF

From nearly 1000 technical plant audits, Ray Prince will share a multitude of ideas on improving productivity and decreasing costs in your plant. Productive plants of all types have common practices and procedures that have made them successful. These will be discussed in detail. Some of the items to be examined include the following:

• Keeping a plant clean and neat
• Benchmarking for increased productivity
• Increasing the productivity of older equipment
• Exploring the cleanest printing plant in the USA
• Improving maintenance, makeready, and process control
• The most common areas to start looking for problems
• The most important items that can dramatically improve your pressroom productivity

Building A Dynamic Web Site
Kathryn Fuller, Response Builders

Are you developing a web site and just don't know what direction to go? Do you already have a brochure web site that just sits there? Make your web site work for you by getting your customers and prospective clients interested in your products and services. Find out how to engage your visitors using e-strategies that include marketing your web site online and offline, taking advantage of e-business solutions, and monitoring web site usage reports. Learn how to build your web site for Internet success while avoiding common and costly pitfalls. Decide if e-commerce is right for your business and, if so, which types of solutions give you the most “bang for your buck”.  This session is about defining what Internet success means to you and achieving your online goals.

Managing Both Sides of Your Business
Melvin Enger, CPA, Carlson Advisors, Ltd.

Business ownership is a significant investment with a high degree of risk. The most recognized measurement of success is a positive return on investment. This is generally realized in two forms: 1) profitability, and 2) increase in business value. It is management's responsibility to pay attention to both. The objective of this session is to discuss how management can impact (improve) short-term profitability and long-term business value. In addition, the seminar presentation will provide ideas to protect this high risk investment through certain tax planning strategies and other suggestions.

Choosing the Right Business Insurance
Bev Laska, Sentry Insurance Company

In today’s business climate, keeping insurance costs down is an important issue for businesses of all sizes. This session will provide information on Property, Casualty, and Worker’s Comp insurance that is of interest to business owners and managers and give attendees an understanding of what coverage is needed and what is not. Do you need Product Liability or Umbrella insurance? Learn about the hidden costs of insurance and how they can impact you. Gain a better understanding of how to buy insurance, how to assess the quality of your current insurance company, how to better communicate with your insurance company, and why the quality of your insurance choice is so important to your company.

WORKSHOP SESSIONS

Molding Your Sales Team into a “Lethal Weapon”
Landy Chase, Landy Chase Incorporated

The ability to consistently recruit and develop outstanding sales talent is easily the most important skill in achieving business growth – in fact, for most businesses, nothing else approaches its importance. If the 80/20 rule holds true – the principle that 20% of sales people produce 80% of the business – that would also mean that 80% of all hiring decisions are mistakes. Landy Chase will show attendees practical, immediately applicable methods for building an outstanding sales team. Attendees will learn the following:

• The four talent pools of top achievers – and where to find them
• Recruiting: The lethal weapon of top managers
• Power questions for highly effective interviewing
• How to set goals – properly – with your direct reports
• How to create an atmosphere of success
• How to deal professionally and promptly with performance problems

Foil Stamping & Embossing Efficiencies and Work Flow
Jim Kingsby, ITW Foilmark

Jim Kingsby will draw upon his 30 plus years of foil stamping and embossing experience to provide specific cost- and time-saving techniques for your foil stamping department. Attendees will learn the following:

• How to improve work flow with quick/positive positioning on a clam shell press
• The quickest makeready for perfect combination stamping
• How to get the most out of your sculptured embossing die
• Tips for working with foil combined with UV coatings and UV inks
• How to utilize a registration mark system for multiple pass foil stamping accuracy
• Set-up tips for flat stamping on cylinder presses

Attendees also will receive a sample checklist to improve quality and efficiency with each foil stamping job. The session will be followed by a Q&A session where Jim will address attendees’ specific questions on other foil stamping and embossing challenges.

NEW TECHNOLOGY SESSION

PrintDevizor Print/Finish Visualizer Software
Martin Coulthard, Stonecube Ltd.

For the first time, you and your customers can see print designs with hot stamping foils, embossing, varnish and lamination on a computer screen. This presentation will showcase a unique print finish visualizer program for Mac and PC that shows stunning, moving views of the printed item, reflecting light from the chosen viewing environment. Easy to use, the software is designed for printers and graphic designers without specialized training. Choose which print or finishing process to apply to each element in the design artwork output from standard graphic software. The software allows brand managers, graphic designers, printers, and print finishers to work together effectively to design and then communicate the appearance of complex print designs by email or web – reducing the delays and costs of mock-ups and proofs, helping avoid misunderstandings, and driving the demand for special finishes like foil stamping and embossing.

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