Stop Print Buyers from Choosing on Price Popular Monday morning workshop is Iimported from England! f your customers see you as a commodity supplier, you’ll want to check out this workshop! Making its first-time ever debut in the U.S. at GRAPH EXPO 15 is the popular print-selling workshop, “How to Stop Buyers Choosing on Price.” The 8:00 am session on Monday morning in Room S102d will be led by Matthew Parker, self-proclaimed “champion of print” at U.K.-based Profitable Print Relationships (PPR). “With the growing demand for this event in the U.S., I am thrilled to have the support of the prestigious GRAPH EXPO 15 exhibition to launch this program’s U.S. debut; it is the ideal place to hold it,” Parker says. Based on his highly regarded book of the same title, which was specifically created to address the needs of today’s print industry, the workshop will enlighten, engage and educate participants about what sales behavior actually drives buyers to choose on price. Participants also will learn the three essential elements of a successful sales message and how to craft them into a succinct and effective “elevator pitch.” Plus, the workshop will also reveal for participants effective new ways to attract prospects who want to speak with them. One reader praises: “Of all the points in the book, this one might be the most critical,” wrote Mark Pitzele of Thomson Reuters. “With regard to finding the pain points of the target customer, the pain may not deal with printing. I really had never thought of it that way. I don’t know this for a fact, but I think that is a huge shift from where the industry used to be. Ironically, I went to meet a small publisher the day after I read the book and she made that exact point to me. Her biggest pain point is data management. She was happy with her printers, but I got a clear indication they were just printers. They had done nothing to solve her pain or become ‘sticky.’ I did not pitch anything at the meeting, just asked and listened. But I know exactly what solution I am going to offer her before I ever discuss printing their titles. Thanks for the great information. Best $59 I ever spent.” Having helped scores of printing companies win new customers more easily, and at better profit margins, the workshop “How to Stop Buyers Choosing on Price” joins a robust line up of more than 50 new learning opportunities that await GRAPH EXPO 15 and CPP EXPO show visitors this week. LITHOMAN The productivity benchmark. Print is always on the move. In dynamic markets, printers need to adapt to new conditions. This is manroland web systems’ focus: You, your business, and your future. The long grain 32-page LITHOMAN is a worldwide leader in the high-quality, high-volume segment. It offers the latest drive technology for the production of magazines, catalogs, directories, and inserts. manroland web systems Inc., Lisle/IL. Visit us at Graph Expo 2015 in Chicago Booth 1267 www.manroland-web.com HP Indigo Direct2Finish A success story from Benson Integrated HMarketing Solutions P (Booth 1202) SmartStream Direct2Finish, a process-oriented module within the HP SmartStream Production Pro family of print servers, provides users finishing automation to streamline workflow to multiple near-line finishing devices. Available as an option for customers using HP SmartStream Production Pro Print Server Version 5, Direct2Finish automatically interprets the job layout to deliver precise cutting dimensions and operational instructions to finishing equipment via JDF. It reduces and simplifies multiple manual steps to increase productivity, shorten turnaround time, decrease operator setup time and reduce operational errors. Direct2Finish also virtually eliminates missed service-level agreements caused by the need to reprint portions of damaged jobs. Using HP SmartStream Direct2Finish, Alpharetta, GA-based Benson Integrated Marketing Solutions experienced a 38% production capacity increase. This capacity increase enables the company to focus on speed-to-market and generating new business, while reducing labor costs and streamlining production. Having transitioned from offset to HP Indigo, Benson now turns over a significantly higher number of short-run jobs. Peter Zierten, director of systems and information technology at Benson, notes that “when processing more than 200 jobs a day, saving three to five minutes per job on the cutting set-up adds up to a significant two to three hours of cutting time saved a day.” HP SmartStream Direct2Finish has also reduced Benson’s labor costs. “We now have one operator working one shift, whereas before we needed two cutters, working all day, two shifts and overtime,” says Zierten. HP SmartStream Direct2Finish automation follows a simple process. When processing the job, Production Pro prepares a JDF file for the finishing devices, describing the job layout. When the operator hits “print,” the JDF file is simultaneously sent to the finishing devices through the network. When the job completes printing, a banner page with a barcode is printed. When the barcode is scanned by the finishing device, it automatically pulls the relevant JDF file and translates it into setup and operational instructions. HP SmartStream Direct2Finish has had a huge operational impact on Benson. Victor Radinskiy, prepress specialist at Benson, says, “Today the cutter operator asks me ‘how did we live before Direct2Finish?’. If a job doesn’t have it he wants to know why it doesn’t. Once you have it you don’t ever want to go back.” Official Show Daily | PrintingNews.com GRAPH EXPO | September 13, 2015 | 55
GraphExpo Show Daily Day 1
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