| 2.00pm - 5.00pm |
The nuts and bolts of Solution Selling for Print |
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S |
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Implementing, measuring and refining successful variable data marketing campaigns.
David Erlandson (USA), General Manager, PODi USA
If you’re just selling ink on paper, you’re leaving value -- and revenue -- on the table. Position your digital printing business to sell solutions, not just printing. PODi GM, Dave Erlandson leads you through the transition from selling printing to selling solutions, using the proven PODi S3 process. It’s a different approach, and it takes a little longer, but you’ll see the payoff in your profits.
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| Tuesday 23 September 2008 - Day
1 |
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9.00 - 9.15am |
Welcome and setting the scene
Garry
Knespal General Manager, PODi
Aust NZ and Executive Officer, GASAA |
9.15 - 10.30am |
How to make money with colour digital printing
David Erlandson (USA), General Manager, PODi USA
Digital Printing offers a cost advantage over offset printing for short run colour work, and while that's where the bulk of the volume of colour digital printing lies today, it's ultimately not where the big profit are. New opportunities exist for direct marketing, collateral management, and publishing that add significant value to customers. PODi's General Manager, Dave Erlandson will describe cutting edge applications and the key requirements to capitalise on these opportunities.
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10.30am - 11.00am |
Morning Tea & Expo
viewing
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Management Track (the why) |
Operational/Production Track (the how) |
| 11 - 11.45am |
At least the snail is real!
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DM |
Web ordering from a clients perspective |
W2P |
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Michael Durie Marketing Consultant,
Australia Post
Australia Post has a number of initiatives directed at media buyers and advertisers to show how effective and powerful direct mail marketing is for businesses that want to grow and retain their best customers.. and they work! Michael will share what's new in direct mail marketing from Australia Post and outline how you can take advantage of these to develop your own print business.
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Peter Miller, General Manager, Providing the Edge
Peter will give you an understanding on how an online print ordering system might work from a clients perspective and how it can integrate into your CRM, CMS and ERP systems as well as providing up-selling opportunities for other products not directly related to print. Providing the Edge is a division of E-Bisprint
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Becoming a true communications solutions provider |
MGT |
Speaking in Different Languages |
Tech |
11.45 - 12.30pm |
Adam Ransom, Managing Director, Schawk Australia
Adam has worked across a number of industries to affect critical corporate human resource and operational change. In this session we'll look at how Schawk, has moved from a traditional USA based pre-press business to an international cross media creative/solutions provider. How has it got the most out of its' exisisting staff and found new talent in this ever-changing business environment? How has it managed to work with younger and older clients and staff, with differing skill sets and aspirations?
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Eliot Harper, Production Workflow Mktg Mgr, Fuji Xerox Aus
There are a host of variable information (VI) languages available for variable-data printing; IPDS, PPML, VPS, VIPP and FreeForm, to name just a few. While many VPD products provide support for different languages, how do you know which language you should be using for your variable-data piece? This session explains each language in turn and also assess the potential impact of PDF/VT; an emerging ISO standard for Variable and Transactional printing. |
12.30 - 1.30pm |
Luncheon & Expo
Delegate Viewing |
| 1.30 - 2.00pm |
Working with Data - the key to relevant marketing |
DM |
Tran |
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Brett Dashwood,edp Principal, Dashwood Consulting
Join Brett as he explores the use of data for effective targeted communication to maximise response rates with relevant marketing and transpromotional concepts.He will discuss the use and non-use of colour in documents as well as look at some exciting technology transforming the landscape of the existing document.
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| 2.00 - 2.30pm |
Trends in relevant digital printing and what's here and now (part 1) |
MGT |
Tech |
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Presentations from leading digital print vendors Fuji Xerox and
Hewlett Packard
on equipment and applications that are on the horizon and what is available in the region today to help you get the most out of your variable data and web to print requirements.
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| 2.30 - 3.00pm |
The Pricing Process: How much money are you leaving on the table? |
MGT |
S |
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David Erlandson (USA), General Manager, PODi USA
Most printers use cost-plus pricing, fondly known as "the path to financial mediocrity." Owners and managers will learn how to determine the true value of solutions to customers and how to build pricing from that information. Market-based pricing will be covered; too, so even your conventional print jobs will be priced for optimum profit |
3.00 - 3.30pm |
Afternoon Tea & Expo Viewing
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| 3.30 - 4.00pm |
The international experience of relevant digital print marketing |
MGT |
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Judi Hess (USA), GM, Enterprise Solutions, Graphic Communications Group; MD, Kodak Canada; and VP, Eastman Kodak
A leader in international trends in variable data communications and print work flows, Judi Hess, one of Kodak's most senior executives, will provide delegates with a unique prospective where major print vendors see the digital print industry progressing.
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| 4.00 - 4.20pm |
Working with Australia Post to increase response rates |
DM |
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Russell Shewan, Innovation & Strategy Manager eLetters Solutions, Australia Post
Australia Post and in particular its eLetters Solutions division are constantly updating and extending its capabilities in working with both creative and print service providers in delivering relevant digital print to customers that are most likely to respond. Russell will provide a brief outline on some of these initiatives.
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| 4.20 - 5.15pm |
Case Studies Showcase - A look at local examples of campaigns that have really worked. |
Gen |
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Including presentation from:
Michele Berkhout - Director, Direct Marketing Services, Sema Group
Andrew Carra, IT Group Manager. (On Demand) - Topic | Premium Superannuation Annual Statements
Brenden Rolston, Managing Director, Action Mail (NZ)
Lucas Eyre, Director, Print Portal
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| 5.15 - 6.45pm |
Networking Cocktail reception |
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| Wednesday 24 September 2008 - Day 2 |
| 8.15 - 8.45am |
Forum Registration |
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Why marketers don't understand digital printing and what to do about it |
MGT |
S |
| 9.00 - 9.45am |
“You call it tomato, I call it tomato"
Malcolm Auld, Principal, Malcolm Auld Direct
When marketing managers talk about digital channels, print is never mentioned. Malcolm explains what needs to be done to get digital printing on their radar. |
| 9.45 - 10.30am |
Inside a successful variable data campaign |
DM |
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Grant Stewart – Managing Director, Vectis
The key to any campaign success is correct alignment with the customer’s business objectives. Often the simplest campaigns achieve the best results when they’re aligned in the right way. Using two case studies from the Financial Services and Not For Profit sectors, Grant will illustrate how the effective use of variable data can deliver the right kind of success |
| 10.30am - 11.00am |
Morning Tea & Expo
viewing |
| |
Management Track
(the
why) |
Operational/Production Track
(the how) |
| 11.00 - 11.30am |
8 Habits of a successful digital print provider |
MGT |
S |
Finding and accessing your target market |
Tech |
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Peter Barnet - Director, Gusto Group
As a service provider is your "go to market" well defined? Can you manage client expectations? Do you understand the value your offering? What is your sales plan? Are you value adding or is "quote and hope" Peter knows print and he can help you sell it. This session looks what it takes to highly successful in digital print from sales, creation, production, finishing and fulfillment. |
Eliot Harper, Production Workflow Mktg Mgr, Fuji Xerox Aust
To reach your target audience you must first understand them. Who are they? What are their needs? How do they buy? How can I reach them? Once you know this you can begin to transform them from stranger to a contact, and ultimately a customer. This session explains the analysis and profiling methods for obtaining audience information and the fundamentals of Permission Marketing. |
| 11.30 - 12.30 pm |
Working with transpromotional documents |
MGT |
Tran |
A gallery of VDP and W2P applications |
W2P |
Tech |
| |
Brett Dashwood,edp VP - Asia Pacific OutputLinks
Transactional documents are often the main communication channel companies have with their customers and communicating with targeted and relevant content is absolutely critical to the effective use of these documents in the marketing process. In this session, facilitated by OutputLinks regional Vice President, we ask some of the leaders in document composition software to explain what is required to work efficiently and effectively with multi-layered data and content rich marketing material. Presentations from GMC Software, Exstream Software and XMPie. |
This session looks at some of the available applications in relevant and integrated print and web marketing.
Ricky Patten, Managing Director, Databasics (Fusion Pro)
Anthony Parnemann, Sales Development Manager Asia Pacific, EFI
Mark Staffieri, OEM Channel Mgr AP, Creo Color Servers
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| 12.30 - 1.30pm |
Luncheon & Expo
Delegate Viewing |
| 1.30 - 2.00pm |
From Print Vendor to Marketing Partner - How technology can embed you deeper into your client. |
DM |
W2P |
| |
Mark McGowan , Director , Online Print Solutions
In his presentation Mark will talk to his audience about cross media marketing. He will explain what is cross media marketing and how and why you should implement a cross media marketing campaign. He will also show some real world examples of what OPS clients have done and the resultes they achieved for their clients. His presentation will also cover how to sell cross media to your clients and what benefits the printer achievers by offering these services. |
| 2.00 - 2.30pm |
It an exciting time to be in print ... if you're well set-up |
S |
W2P |
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Marian Stefani (UK), Director, RedTie and CCS Digital (UK)
Marian is a highly successful UK based sales and marketing dynamo who just happens to own a very profitable digital print and world-wide Web2Print software business. By combining the power of digital print with the ubiquitous internet, her two complementary businesses have helped corporates, large and small, increase their brand value, while meeting localised needs. Travelling to Australia for this year's POdi event her presentation will be practical, entertaining and upbeat, as she challenges delegates to understand areas of new opportunities and increased profitability through VDP and Web2Print offerings. |
| 2.30 - 3.00pm |
Trends in relevant digital printing and what's here and now (part 2) |
Gen |
| |
Presentations from leading digital print vendors Konica Minolta and Oce on equipment and applications that are on the horizon and what is available in the region today to help you get the most out of your variable data and web to print requirements. |
| 3.00 -
3.30pm |
Afternoon Tea & Expo viewing |
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| 3.30 - 4.15pm |
Putting a plan in place to move forward with solution selling as the key driver |
Gen |
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David Erlandson (USA), General Manager PODi USA
David will wind up the AppForum with clear thoughts and actions you can take away to strengthen your business plans to increase sales and profitability by adding relevant marketing strategies to your offerings. We'll wind up with a forum review and panel session. |
