New Programs Build Upon Strategies for Digital Production Design and Sales KENNESAW, Ga., October 1, 2002 – Reinforcing its commitment to provide business strategy support to its digital customers, Heidelberg USA will announce the expansion of its digital Business Development Services at Graph Expo and Converting Expo. Two new programs have been added to the course catalog currently offered at a variety of venues, including Heidelberg regional centers, customer sites, as well as a new series of regional road shows. One new course, "Owners Guide to Digital Printing," offers tools and coaching for transitioning to digital printing, with topics including: marketing strategies, purchasing considerations, compensation for digital sales professionals, training considerations and pricing for digital. The other, "Building New Business – Designing for Digital," provides strategies and tips to build awareness among creatives and designers about the benefits and advantages of digital print and variable data applications. "These new programs provide more in depth coverage of topics that are crucial to a printers success in digital business," said Richard Sand, director of Business Development Services. "Our Business Development Services are among the many ways we partner with our customers to help them transition into new markets and technologies and develop profitable businesses." Additionally, Sand will take part in Graph Expo’s educational seminars as a featured speaker at the Digital Print Vendor Panel being moderated by GATF’s Howie Fenton, Oct. 9, 9:45-11:30 a.m. Sand will address the importance of marketing variable data applications and capabilities. Program Overview Heidelberg’s digital Business Development Services – established in 2000 to assist users of the company’s Digimaster and Nexpress digital presses – help customers adapt to the printing industry’s ever-changing sales models. Heidelberg’s services, among other things, include sales coaching, one-on-one staff instruction on understanding digital technology and consulting on internal planning and tactics for variable data projects. Some sessions are also available to printers who are considering entering the high-end digital production space. Heidelberg’s current Business Development Services course catalog includes: - How to Sell Short-run Color/Digital - Marketing your Digimaster/Nexpress - A roadmap for Going Digital - Hiring the Digital Sales Representative - The Basics of Variable Printing - How to Sell Variable Printing - Owners Guide to Digital Printing - Sales and Marketing Tool Kits for the Digimaster 9110 and Nexpress 2100 - Vertical Industry Briefs - Customer Success Stories & Public Relations - Building New Business – Designing for Digital - Technical Talk For more information about Heidelberg’s Business Development Services, please call 888-472-9655 or visit www.us.heidelberg.com.