KENNESAW, Ga., June 11, 2003 -- Richard Sand, director of business development services, Heidelberg USA, will be honored as an outstanding contributor to the International Publishing Management Association (IPMA) during its annual conference in Salt Lake City, Utah on June 15-18. As the IPMA vendor council chairperson, Sand has assisted IPMA in developing marketing programs, increasing membership and building the vendor/member relationship as an added value to joining IPMA. During the conference Sand will also present a session on "Powerful Marketing with 1:1 Variable Data Printing." Sand's presentation will include examples of how various companies are using variable data printing to conduct more effective marketing programs. Working in Heidelberg's business development services (BDS) group has given Sand a unique perspective on 1:1 variable data printing and has made him an expert on the topic. Heidelberg's business development services group helps printers and corporate in-plants integrate traditional offset and digital printing. By acting as "virtual coaches" for digital customers, the BDS team analyzes customers' businesses and reviews with them the habits of highly profitable digital print providers. The BDS team coaches their customers' sales staff on how to "talk digital," uncover digital applications, ask qualifying questions and overcome objections. They will even support customer events to help promote Heidelberg customers' new digital printing services. In addition, the BDS team helps its customers position themselves to compete in today's changing marketplace and conducts classes designed specifically for Heidelberg customers that are tailored to meet the needs of beginners or more advanced providers of digital printing. The primary focus of these classes is to learn how to profit and make money with digital color printing, variable data and print on demand services. BDS has also designed tools and marketing programs to assist Heidelberg customers ' with promoting their digital print services.