Methods & Techniques for Closing the Sale of Digital Printed Packaging & Enhanced Graphics Packaging!
Course Description:
As packaging printing and production begins its transition from analog to digital in our expanding market place, sales professionals need to have the skills to identify, qualify, and close sales of enhanced and basic graphic packaging that is produced in various ways, including digitally. Join AICC for a course in learning details of advanced strategies prospecting and qualifying and closing sales of packaging that is produced digitally. In this course, you will learn basic knowledge of digital printing techniques, and applications for those technologies in your normal selling channels and well as new ways to open up more business. You will learn how to advance the sale past the packaging buyers and reach brand managers.
Learning Objectives:
• Learn How to Get past the Buyer
• Target Ripe Market Segments
• Hear from Retail Segment Leaders to Understand the Challenges in the Marketplace
• Identify and Assess the Value Chain for Digital Selling
• Become Proficient in Identifying and Qualifying Digital Print Applications and Their Impact and Place in the Marketplace
• Observe and Understand Potential Cost Savings with Digital Printing in User and Producer Plants
• Learn to Move from Lpi to Dpi – Basic Art Technical Needs for Digital Printing
• Understand Order Quantities
• Practice Selling Digital Solutions and Articulating That We Sell Solutions Not Boxes
Who Should Attend:
- Anyone Interested Is Learning How to Sell Graphics or Digital Print for Packaging
- Companies That Are Wanting to Install/Have Installed Digital
- Sales Professionals
- Sales Managers
Hotel & Course Location:
Inn at Carnall Hall website
465 N Arkansas Ave
Fayetteville, AR 72701
AICC Room Rate: $109 plus tax (Standard King)
Hotel Deadline: Tuesday, January 14, 2020
Book Online: https://www.bookonthenet.net/east/premium/eresmain.aspx?id=kAKw0%2fSLAG50izUuyG%2bFEEawmrPcjB%2b7YizOEzlgANs%3d&arrival_date=2020-02-04&stay_nights=2&promo_code=AICC20#/rates
Book by phone: (479) 582-0400
Sponsored Reception:
Tango Press website
1000 S 48th St
Springdale, AR 72762
Registration Fees:
Member Fee: $1,295
Non-Member Fee: $2,000
Register Now
Leslie A. Pickering, Co-Owner, Quadrant5
Leslie Pickering brings over 40 years of experience in international process improvement, manufacturing and operations. He is a recognized Toyota Production System specialist who has implemented successful transformation methodologies within the Packaging, Beverages, Large Warehousing, Plastics and Automotive industries. Mr. Pickering has been involved and led teams that implemented state of the art, world-class manufacturing facilities. Mr. Pickering was responsible for several major installations that consistently outperform comparative processes two to five fold. Recent development in digital print and conversion has brought about several digital installations, together with full development of a first all digital print and cut facility in Santiago, Chile. Mr. Pickering has gathered and shared best practices from three continents - Europe, Australia and The Americas. In the last five years have brought Q5 into the digital space in packaging. Having completed many installations and a complete all digital facility, the first in South America. He spends a lot of time moving teams from Analogue to Digital and has presented in Canada, the US and Chile focused on digital sales to meet their customers ever changing needs.
John Ballentine, Co-Founder, Tango Press, LLC
John Ballentine founded Tango Press, a digital printing and converting operation focused on corrugated packaging, after spending more than 25 years working in the packaging and printing industry as a packaging engineer and sales representative. His experience and knowledge in serving packaging producers and consumer packaged goods companies comes from working for Cryovac, Campbell Soup Co, JM Smucker Co, and International Paper where he was a leader in selling high graphics Litho-Lam and PrePrint corrugated. John holds an MBA from the University of Arkansas, and is a graduate of Clemson University’s Packaging Science program where he also studied Food Science and Graphic Communications.
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Course Agenda
Tuesday, February 4
6:30 Welcome Meet and Greet Event
Wednesday, February 5
7:15–7:45 Breakfast
8:00–8:15 Introductions
8:15–8:30 Course Overview
8:30–9:00 What does Selling Digital Mean
9:00–9:30 Basic of Digital Printing and Converting
9:30–10:30 Selling Solutions
10:30–10:45 Coffee Break
10:45–12:00 Homework Review and Sample Review – Interactive Discussion
12:00–1:00 Lunch, Networking and Catch-up
1:00–2:00 Who Buys Color and how to find them
2:00–2:15 Break
2:15–2:45 Guest Speaker – Disruption and Innovation
2:45–3:00 Guest Speaker Q&A
3:00–3:30 Travel to Tango Press
3:30–5:00 Sponsored Event at Tango Press
5:00–6:15 Travel to Hotel
Thursday, February 6
7:00–7:30 Breakfast
7:30–8:00 Review Yesterday and Q & A
8:00–8:45 Guest Speaker – Procurement & Retail
8:45–9:15 Market Segments
9:15–10:00 Value Chain
10:00-10:10 Coffee Break
10:10–11:00 What makes a great Box, Power of 1 Supermarket overview
11:00–11:15 Travel To Retail Tour
11:15–12:00 Guided tour in Retail
12:00–12:15 Return from Retail Tour - Boxed Lunch on the bus
12:15–1:15 Prospecting Review
1:15–1:30 Final Q & A
1:30–2:00 Course Review & Evaluation
2:30-6:00 Optional visit to Tango Press - In-depth discussion on additional items that may need additional depth and coverage. Close up and personal with the printing press, pre-press, and digital print quality.
All course cancellations must be made in writing and sent to AICC, P.O. Box 25708, Alexandria, VA 22313, or faxed to (703) 836-2795. Registrants who cancel more than three weeks prior to the program date are entitled to a full refund of the registration fee; three weeks or less, but more than one week, a cancellation penalty of 50% of the registration fee will be assessed; less than one week and no shows, no refund. AICC does NOT offer refunds for those who cancel within three weeks of the program date and wish to reschedule their participation to another program or to the same program on a later date. However, substitutions are allowed and strongly encouraged and can be made from the same company for the same course date. If AICC cancels any program, a full refund will be provided. AICC may cancel programs if attendance does not meet required levels. Be sure to phone AICC to confirm a course is being held before making non-refundable airline tickets. Travel fares and hotel deposits cannot be reimbursed.
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