ERRA (Eastern Regional Reprographic Association) : 59th Annual Convention and Trade Show (Nov.2007)


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Educational Program - Racing to Success in a Changing Industry
Coaching for Teamwork Presenter: Vince Lombardi, Jr. Vince Lombardi, Jr. is a clear and powerful speaker who inspires his listeners to lasting positive growth and personal excellence. He brought direction, enthusiasm, and the impetus to succeed to the many professional organizations that he has been involved with over his lifetime. He has the remarkable ability to put people ahead of the organization, allowing each individual to do what he does best without losing sight of team goals. Vince's enthusiasm for growth, change and improved performance, blended with his strong personality and firsthand knowledge of his legendary father's leadership techniques makes for a dynamic presentation. Charging for Things Other than Printing Presenters: Todd Moore Sr. Robert Roperti IT PLUS Technologies Jiffy Reprographics Remember when reprographics centered on printing large format engineering documents? Times have changed and so have revenue streams and what it means to be a reprographer. Lower print volumes, GC issued CD's to subs, and reduced sized print sets all contribute to an erosion of the bottom line. This session will address the fundamentals of success in a changing digital reprographic world. The panel will address the following: The paradigm shift from being a printer to being a document manager Handling client objections to pricing and reasonable fees for digital services The consequences of not introducing or selling digital services to your customer base Introducing and selling digital services to your customer in order to receive high sq ft prices as well as capitalizing on other revenue streams Who is the real customer that uses digital services and selling digital services to other industries Who in your organization will set the ground rules and how will they be administered fairly >> Download Todd's PowerPoint Presentation: Charging for Things Other Than Printing >> Download Robert's PowerPoint Presentation: Charging for Digital Services Other Than Printing >> Download Robert's Word Document: Charging for Digital Services Other Than Printing B I M - What Does it Mean to the Reprographer? Presenter: Ken Sandlin, AIA A&E - The Graphics Complex We all have heard the word BIM and most of us know it stands for Building Information Modeling. We will explore how this fits into a larger revolution that is currently underway in the AEC industry and talk about how this will change Reprography. Ken will offer his views on what the Reprographer can do to survive and flourish in this new world. >> Download Ken's PowerPoint Presentation: Integrated Project Delivery Operational Efficiency/Workflow Presenter: John Cronin PLP Digital Systems The IRgA performed a survey to determine its members' educational needs. Operational efficiency was the most popular request. There is so much information on operational efficiency that it can be difficult to determine how to get started and what is relevant to your business. Fortune 500 companies hire employees with advanced degrees in operational efficiency, but this is not practical for small businesses. This presentation will focus on practical and relevant operational efficiency best practices that can be applied to a reprographics business Proper Training, Understanding and Managing Your Sales Force Presenter: Kristin M. Young, Regional Sales Manager MBC Precision Imaging Whether a new sales person comes to you from within the industry or from outside reprographics, it is imperative that they receive a full and comprehensive training experience before entering the field. By taking the time and effort to train and educate your new sales reps, you will guarantee that they will produce not only new sales but land larger and more qualified leads and clients. Many may think that you have to get your sales people out in the field as soon as possible but how many leads are blown from not having enough industry knowledge, not having enough confidence in one's product, not having enough knowledge of the company's internal business practices? Placing a sales person out in the field too soon can be both financially and professionally detrimental. You can lose sales, annoy and/or frustrate potential customers and possibly damage a sales person's confidence forever. But with a few simple guidelines you can implement a sturdy and timeless training program that will guarantee positive results without lost time and create a relationship that will be mutually beneficial for years to come. Presenter: Dennis Dillon Reprographic Technologies Every sales person you hire comes with a different mentality and their own pedigree. To manage them correctly you need to understand their tendencies and traits. If you gave them a sales personality test and hired them, you saw something in their ability to sell your products or service. You also believed they would fit well with your sales culture. Once hired, however, their real particulars come out. Do you have 'Eldon the Maintainer' on your team? Do you have 'Jill the Perfectionist?' You must identify their personal traits and work to get the best out of them. If your sales team is NOT driving you to the 'edge of insanity' then you may have the wrong candidates on board. Are you receiving the ROI you expect from your initial hiring investment? Your own vision, leadership and passion should inspire them to achieve the company's visions and goals. With a few simple guidelines you can implement a sturdy and timeless training program that will guarantee positive results without lost time and create a relationship that will be mutually beneficial for years to come.