Wednesday, October 17
|8:00 a.m. - 11:30 a.m.||Technology Demos
See first-hand how Four51 delivers custom B2B eCommerce and order management experiences with its new pre-built integration system, new shipping rate technology and new sourcing services — all to drive better processes, better pricing and better results.
Foundry Commerce's OrderForge is a powerful cloud-based eCommerce, back office and fulfillment system that features robust business capabilities. In a series of one-hour demonstrations, you'll see just how this innovative system works.
|1:00 p.m. - 2:00 p.m.||First Time Attendee Orientation
|1:00 p.m. - 2:00 p.m.||CSR Networking Meet-Up|
|2:00 p.m. - 3:00 p.m.||Opening Keynote: Merging Generations|
|3:15 p.m. - 4:45 p.m.||Speed Networking in the Exhibit Lounge|
|5:00 p.m. - 6:30 p.m.||Game Night Reception|
|7:00 p.m.||CSR Participant Dinner|
|7:00 p.m.||Optional Dine-a-rounds|
Thursday, October 18
|8:00 a.m. - 5:30 p.m.||Exhibit Lounge Open|
|8:00 a.m. - 9:00 a.m.||Coffee in the Exhibit Lounge
|9:00 a.m. - 10:00 a.m.||The Fully Connected Print Distributor: How Comprehensive Demand and Supply Chain Integration Drives the Most Successful Operators
Bill Osteraas, Vice President of Channel Development, Four51
eCommerce is continuing to become an increasingly important component of innovation and success in the print industry. Although only about 22% of print service providers’ print volume originated online in 2018, this share is expected to rise to 35% by 2020 (InfoTrends). In this session, we'll discuss how fully automating your demand and supply chain process will drive better process, better pricing and better results for your business.
The Secret to Efficient Order Handling
Track: Sales & Marketing
Emily Myers, Vice President of Sales and Marketing, BCSI
Learn how manufacturers' CSRs coordinate with their distributor counterparts, particularly as it relates to order entry, production processes and workflow. We will discuss how manufacturers and distributor CSR’s work as a coordinated team for the benefit of the client. We will also discuss how you can take more advantage of the technology you’ve invested in by automating tedious and redundant process like ordering, tracking and invoicing.
How to Ensure a Successful Partnership with a Packaging Company
Christine Achtermeier, Business Manager, Indirect Channel, Outlook Group
Building on our packaging presentation and interest from last year, we’ll add to our initial discussion around how to get started in packaging. We’ll discuss five things you need to know and do to ensure a successful partnership with a packaging company. In response to more packaging education and sales support, we’ll also introduce the new OG Packaging Academy that will include a variety of Packaging 101 courses, onsite training workshops and plant tours, as well as pre/post sales tools to help print distributors succeed at selling packaging services.
|9:00 a.m. - 11:00 a.m.||CSR Sponsored Meetings|
|10:00 a.m. - 11:00 a.m.||Meetings in the Exhibit Lounge|
|11:00 a.m. - 12:00 p.m.||Aligning Sales and Customer Service to Build Profit and Strengthen Relationships
Jim Fairbairn, Business Development Manager, Independent Folders
Businesses are facing greater challenges than ever to keep sales up and customers happy. Aligning sales and customer service can set you apart from your competitors. In this session, learn how to increase customer loyalty, sales and productivity and provide value to your customers.
How to Make Money on a $20 Order
Eli Sackett, President, Foundry Commerce
This session will explore the use of workflow automation to automate standard processes and remove human cost from the distribution process. We will show you how it is possible to turn a profit processing orders with a low dollar total by automating the steps beginning with order entry, all the way through client invoice processing.
Best Practices in Onboarding and Training New Print and Digital Sales Professionals
Track: Sales & Marketing
Mike Jacatout, Managing Partner, Butler Street
Joel Schaffer, Principal, Butler Street
As of 2015, millennials are the largest segment of the workforce. By 2025, they will make up 75% of the workforce. They learn, work and think differently than previous generations. And as Generation Z begins to enter the workforce, many staffing organizations will have four generations working side by side: Baby-Boomers (1945-64), Gen X (1965-80), Millennials (1981-95) and Gen Z (1996-2010). Is your firm well positioned to handle the needs of your sales professionals today and the generation of tomorrow? Consider how your company stacks up against the following statement: To inspire the learners of today, training must be accessible anytime, anywhere and in ways that are structured, yet flexible, personalized, interactive, stimulating and social. To compete in the war for talent, effectively onboard in both sales skills and industry knowledge, and develop and retain millennials, we believe that the above statement outlines the absolute minimum for leading companies over the next two to three years. In this session, attendees will learn how to develop a plan for onboarding and training new sales professionals, leverage e-Learning, make learning “social” and recognize and reward performance.
How Selling Large Format Can Grow Your Bottom Line
Ron Canupp, Director of Business Development, Xpress Signs and Graphics
One of the toughest aspects of Sales is identifying and onboarding new clients. It’s expensive and can be a long and difficult process with sales cycles taking months or even years. All of your current clients have large format print needs, but do they realize it? And why aren’t you selling it to them? Join Ron in this town hall setting and learn why “large format” isn’t just posters, banners and signs anymore. Get an understanding of how new products and technologies have helped turn what was once viewed as a commodity driven segment into a profitable way to grow your company’s bottom line.
|12:00 p.m. - 1:30 p.m||Lunch in the Exhibit Lounge|
|1:30 p.m. - 2:30 p.m.||The Strategic Approach to Customer Service
Beth Marston, Director of Sales, Navitor
In this session, we will discuss the importance of strategic partnerships in the changing marketplace and unpack the tools to help you develop and solidify those partnerships for long term growth. This session will provide an understanding of how strategic partnerships can be the differentiator in your success, equip you with the tools to help you assess the highest potential partners for significant growth, and empower you with a road map to create value in each of your business relationships.
Using CRM for More Than Just Client Relationship Management
Nathan Goldberg, President, Specialized Office Systems, Inc.
Join Nathan Goldberg, President of Specialized Office Systems and a member of the PSDA Board of Directors, to learn how his organization has leveraged the power of CRM to become a “business operating system.” From simply recording client transactions to creating repeatable automated processes, better client experiences, scalable business processes, and increasing enterprise value, CRM is a necessary tool for every business in our industry. Join Nathan to learn what Specialized has done with CRM.
Panel Discussion: Toward Stronger Industry Alliances
Track: Sales & Marketing
Brian Gill, Vice President of Sales, thumbprint
Artie Collins, CEO, NPN360
Tressa McLaughlin, President and CEO, The SOLV Group
Moderator: Darin Painter, PS Magazine
As more end users seek custom solutions, distributor/manufacturer relationships have never been more important. Collaborative ones can open doors and boost business for both sides, while ones based solely on price often fizzle out. But how are great partnerships built, shaped and measured? How can you work together to find, win and keep business? This lively, interactive panel discussion will spotlight ways your alliances can move from standard to strategic.
Why You Should Partner with the USPS: A Look at Why Letter Mail and Packages Should Be Sent Through USPS
Tracey Evans, Postal Operations Expert
This session will explore the benefits of utilizing the USPS for letter mail. We will review the mission of the USPS and explore the relevancy of letter mail, as well as compare the USPS to its competitors FedEx and UPS. We'll conclude by reviewing the current USPS shipping and support services.
|2:30 p.m. - 3:00 p.m.||Coffee in the Exhibit Lounge
|3:00 p.m. - 4:00 p.m.||Navigating Conflict - Tips for Handling Challenging Professional (and Personal!) Situations
Claudia St. John, President, Affinity HR Group, Inc.
As any experienced CSR will tell you, dealing with challenging customers or aggressive sales professionals is part of the customer service role. Navigating these challenges can be risky and stressful. This session provides tools and techniques for understanding and recognizing different behavioral styles, improving emotional intelligence and managing stressful situations and effectively conducting critical conversations.
Augmented Reality: What Is It? Where Is It Today? Where Is It Going Tomorrow?
Roger Buck, President, Emerging Solutions Now, LLC
Michael Renzi, Senior Vice President of Sales, Label Impressions, Inc.
Jennifer Richey, CEO, Chief Strategy Officer and Founder, Gravity Jack
This special panel comprised of two successful companies each offering AR in different ways, will help attendees understand the history of AR and how it’s becoming a more integral part of our world, and how you can implement it into your business today. Moderated by Roger Buck, Chairman of the Print Education and Research Foundation (PERF).
Expanding Your Brand Voice - The Power of Storytelling
Track: Sales & Marketing
Debbi Ulmer, Marketing Director, Discount Labels
It's digital – and crowded out there! Brands have to continually come up with new and unique ways to stand out in order to be heard. The amount of noise on social media and the competition in search rankings is more intense than it has ever been, and it’s not going to get any easier any time soon. So how can brands break through this electronic clutter and reach their customers and potential customers? Tell a compelling story about your products, your people, and your brand.
Build Finishing Touches Distributors Should Be Touting
Tony Rouse, President and CEO, Team Concept Printing
This session provides an overview of value-adding finishing touches that distributors should be touting, enhancing otherwise ordinary printed pieces to differentiate themselves from competitors. These finishing touches do more than just simply adding profit margin, but they make printed pieces more powerful and help marketing managers use print to tell more compelling stories.
|4:00 p.m. - 5:30 p.m.||Happy Hour in the Exhibit Lounge|
|6:00 p.m.||Optional Night Out in Indy|
Friday, October 19
|8:00 a.m. - 9:00 a.m.||Coffee Break
|9:00 a.m. - 11:00 a.m.||Closing Keynote: Bringing out Their Best: Motivating Optimal Performance|
|9:00 a.m. - 11:30 a.m.||CSR Sponsored Meetings|