How to master the rules of the new game

Speaker: Dave Fellman
David M. Fellman is president of David Fellman & Associates, a sales and marketing consulting firm serving the printing and business forms industries. His previous experience ranges from working at web shops to quick printing operations as a sales rep, sales manager, and sales and marketing executive.

A lot has changed for printing sales reps over the last few years, and it’s not just the technology. There’s a whole new set of challenges in connecting with a new breed of print buyers. How do you sell to a buyer who doesn’t know much about printing? How do you get face-to-face with a buyer who wants to do more and more business over the Internet. The rules of the game have changed, and this seminar will define those rules and teach you the skills and attitudes required by the new printing marketplace. You’ll learn what drives the buying decisions today, and how to identify all the players in that process. You’ll also learn how to identify and apply your competitive differential—in other words, why your printing is worth more than your competitor’s. Dave Fellman will teach you how to ask the right questions, and drive home the key points that will win you the business.

Who should attend: Sales managers, sales reps and anyone looking to grow their business working in sales.

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Buying, Selling and Evaluating a Printing Company

Speaker: John Hyde
John Hyde is vice president and senior consultant with NAPL, where he specializes in strategic transactions. He brings more than 16 years experience helping owners of printing companies implement successful restructurings, mergers, acquisitions and other initiatives. A lawyer by background, he joined NAPL in 2004, when the association bought his consulting company, Rampart Associates.

It’s a big decision—selling your business. And an emotional one. You seldom get more than one chance at it, so being armed with every bit of knowledge is your best chance of ensuring success. In this seminar, you will learn the methods that are used to determine the value of a print business; how to prepare your company for sale; how to identify buyers and sellers while preserving confidentiality; how to structure deals that are win-win for everyone; the five dos and don’ts of a successful merger and acquisition, and the pitfalls to avoid. Hyde will provide practical tips and real examples to help you manage significant transactions.

Who should attend: Owners of companies who are focused on growth, anyone interested in buying or selling a company.

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The Dos and Don’ts of Building A Profitable E-Commerce Website

Speaker: Slava Apel
Slava Apel is the CEO of Amazing Print Corp., a leading printing technology company that specializes in web-to-print software. He is a well-known contributor, consultant, speaker and trainer on web-to-print, and has spoken at tradeshows such as GraphExpo in Chicago. His clients range from print distributors, to small-and mid-size printers, franchised companies and large big-box stores.

Web-to-print is one of the hot-button topics in print today. It can also be complex and confusing. This seminar will deliver clear advice that you can implement to take advantage of Internet possibilities. Topics will include what printing can be sold over the Internet; how to build a website that sells; tips for building the order form (shopping cart); how to make your website search-engine friendly; how to advertise on the Web; how to maximize conversion rates; how to build online templates. In short, all the dos and don’ts of building a profitable e-commerce website.

Who should attend: Owners, managers who want to create a profitable e-commerce site.

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