PARAMUS, N.J., FEBRUARY 22, 2007 – With traditional print now generally viewed by buyers as a commodity, graphic communications companies must focus on ways to strengthen their engagement with customers and lift their organizations out of the commodity arena to remain viable in today’s changing competitive environment. De-commoditizing the Print Business--Strategies for Reengineering the Selling Process, is a special seminar from NAPL, the trade association for excellence in graphic communications management, and The Winters Group LLC designed to address that need head on. The seminar will be hosted by EFI at the company’s Corporate Headquarters in Foster City (Calif.), on May 2, 2007, 9:00 a.m. – 2:00 p.m.
Seminar attendees will learn effective strategies to increase profits and strengthen their competitive positioning by transitioning from a transactional to a consultative relationship with customers. The approach enables the graphic communications services provider to become a partner in helping clients achieve their business objectives, resulting in deeper, more profitable client engagement.
Designed for graphic communications company owners, senior managers of business development, sales managers, and anyone with responsibility for sales performance, the seminar will be presented by industry experts Peter Winters, president of The Winters Group and developer of the “De-commoditizing the Print Business™” process; Joseph P. Truncale, NAPL president and chief executive officer; and David Tashji, Winters Group vice president.
“According to NAPL research, the printers who will be the most viable competitors in the changing competitive landscape will be those that adopt customer-centric business models, focusing on developing innovative and cost-effective ways to meet and anticipate customer needs,” said NAPL’s Truncale. “This seminar will give them the skills they need to do that effectively.”
“Today’s graphic communications executives and managers are busy, so this seminar packs a lot of learning into a short time period. We’ll cover all the facets of our consultative selling process, which helps printers move from the seller of a commodity to a true partner in helping their clients’ business,” said Winters.
“EFI is pleased to host the first seminar on this topic this year, as we see huge upside for the health of the industry by providing printers with the tools they need to become complete communication service providers, not simply print shops,” said Frank Mallozzi, senior vice president of worldwide sales at EFI.
Attendees of the seminar will hear practical strategies to help them:
- Understand the primary elements of the ‘consultative sale’
- Engage customer organizations at a higher level
- Shorten the sales cycle from six-to-12 months to two-to-four months.
- Increase revenue streams and business valuations by as much as 25% or more
- Engage in exclusive selling opportunities
- Develop expertise in vertical markets
- Adopt sales force recruitment and compensation strategies that reinforce the consultative sales approach
Fee for the seminar is $149 for NAPL members ($129 for each additional attendee from the same company location) and $199 for non-members ($179 for each additional attendee from the same company location). Fees include continental breakfast and lunch. To register, call NAPL at (800) 642-6275, Option 4, or visit www.napl.org/events.
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