Kennesaw, GA, March 4, 2002--Heidelberg announced a new business development program on profitability from digital color, offered as a value-added feature for its digital customers. Regional Heidelberg business development specialists will conduct classes with several modules sections that are targeted towards marketing executives, sales managers, salespeople, customer service staff and owners of service bureaus and graphic arts establishments. The main focus of the classes is "How to Profit from Nexprint Digital Color." The classes are divided into several modules including the opportunities of digital color, consultative selling, new types of revenue, opportunities for variable data and sample sales calls. Richard Sand, Business Development Manager for Digital Printing, Heidelberg USA, developed this new service offering. Sand has been involved in the graphic arts industry for over 13 years. His background includes digital printing device sales, marketing, and education and training. He has consulted with printing companies all across the U.S. He is involved with organizations including PIA/GATF, Print Image International, and he is a member of the Direct Marketing Association. He has presented training seminars at On Demand, Association of College and University Printers and the National State Printers Association. "I believe it takes more than technology to be successful. Today effective marketing, training and really understanding a customer's business problems are the keys to succeeding with digital printing," Sand says. As the Business Development Manager, Sand is chartered with helping Heidelberg's customers integrate digital printing with traditional offset printing solutions. Sand, along with several other regional representatives, visits customer locations to hold these profit-training programs. With the feeling of newness and unfamiliarity in the digital press market, it helps to have a partner in the business that can facilitate the transition into digital printing. Sand and his team are devoted to teaching customers how to sell digital more effectively and provide training, tools and programs to assist the customers in becoming more successful and profitable.