Business & Sales

Sessions are open to all attendees. Business and sales classes are especially relevant for owners and vice presidents or department heads, as well as those holding positions in the business job families such as sales, marketing, customer service and finance.

Upcoming Sessions

Got PR and Marketing?

Dscoop Member Discussion Group

Hear from a panel of your peers about how they are creatively marketing their businesses. Make radio, TV and social media avenues work harder for you.

How to Correct Bad Addresses and Track the ROI for Customers

Dr. John Leininger, Clemson University

Discover how to recover as much as 95 percent of “Undeliverable As Addressed” (UAAs) with USPS tools and list vendors’ resources. More importantly, though, learn how to sell this service to your customers as a value-added service by setting up test groups and determining the return on investment. Correcting bad addresses is more valuable than dropping them from the list.

Publishing Track: Finishing and Substrates

Learn about the latest in media solutions for publishing applications with HP Indigo and Inkjet Web presses. Also, hear firsthand from HP Finishing Partners about their publishing finishing solutions. Q&A to follow.

Thursday

Location

4:45 p.m. – 5:45 p.m.

Sun Ballroom

Building a Blue Ocean Strategy

Barb Pellow, InfoTrends

While international best seller Blue Ocean Strategy was published five years ago, it depicts the state of the printing industry today. Cost-cutting strategies can only take your business so far. The blue ocean is represented by the savvy marketing service provider, which has identified new products and service offerings in an uncontested market space. They are creating new demand and highly profitable growth, and competition is irrelevant because they have reset the rules of the game. Discover options and alternatives for resetting the rules of the game in the printing industry and sailing in the smooth waters of the blue ocean.

Sun 1-3

Creating Award-Winning Integrated Marketing Campaigns

Joe Manos and Dave Rosendahl, MindFireInc

Integrated marketing campaigns are critical for your customers because they deliver improved results. Learn how to sell and launch award-winning integrated marketing campaigns, which in turn drives more high-value printed pages through your organization. Hear best practice methodologies that have led to award-winning industry campaigns.

Osceola A

Mine: A Concept to Completion Case Study of a Variable Data Magazine

Val DiGiacinto, The Ace Group; Susan Popler-Roy, Time Inc.

Gain a unique perspective of this case study from the both the client’s and vendor’s perspectives. Mine was a 200,000 run, six-issue, 36-page, 100 percent variable data magazine. Discuss the concept, the process required to develop it into a live project and the production necessary to make it a reality. Learn about the logistics necessary to create the magazine, the production tools that had to be developed to guarantee accuracy and some of the data that the resulting metric analysis revealed. If variable data printing is important to your business, this is one session you won’t want to miss.

Friday

Location

7:00 a.m. – 8:00 a.m.

Osceola A

Mobile Marketing with QR Codes

Val DiGiacinto, The Ace Group

As one of the top marketing trends in the U.S. in 2010, Quick Response (QR) codes used in mobile marketing is a value-added process that can increase your digital printing sales in both HP Indigo and large-format. Hear several application studies, including several recent national and international campaigns, and how QR code campaigns can lead to an overall increase in sales.

Naples

Printing Sustainability – A Print Buyer’s Perspective

Mary Ann Fong, Temple University; Stephen Goddard, HP

Hear from a print buyer for a major brand owner about why they consider green printing to be important, what they look for from a PSP when purchasing environmentally responsible prints and why they are looking for SGP-certified print service providers.

Sarasota

Social and Mobile Media for Prospecting and Lead Generation

John Foley, Jr., Grow Socially Inc.

Explore the business case for social and mobile media–not just for marketing purposes, but as a way to generate leads and build client relationships. Learn what’s new with social media and mobile media and how you can use these tools for prospecting and lead generation.

Location

9:45 a.m. – 10:45 a.m.

Osceola A

Build Your Business through Partnerships

Moderator: Eric Hawkinson, Dscoop Panelists: Chris Petro, Global Soft Digital Solutions; Mark Lander, Rastar; Larry Vaughn, Ideal Printers; Kathy Popovich, Innovative Labeling Solutions

Hear about the value and business opportunities of other segments and regions, and discover how partnering together across segments can extend your reach into an account.

Naples

Fast Forward to Success: HP and Dscoop Launch New Tools

HP Business Consultants

What’s the easiest way to grow your business in 2011? Be sure to attend one of four sessions offered throughout the conference to discover and take advantage of all of the new tools from HP and Dscoop. Learn about easy ways to train your sales team, improve efficiencies and uptime, and meet your customers’ needs. We are helping you build awareness with your customers and your own teams on the value of digital print. More information can be found at the Dscoop kiosk located in City Hall Lobby.

Sun Ballroom

Innovate in 60 Minutes

Frazer Chesterman and Marcus Timson, FESPA

Explore how to innovate by drawing from inspirational and proven practices of the greatest innovators in history across a range of industries. Challenge yourself to participate, engage and move toward a more innovative and profitable future. Fast forward your business with the zest, zip and confidence to create innovative print solutions for your customers.

Tampa

Mergers, Acquisitions and Joint Ventures: How to Reinvent Your Business

John Hyde, NAPL

Is 2011 the year for you to expand or reinvent? If so, gain insight into what you need to know about mergers, acquisitions and joint ventures.

Sanibel

Partnering for Profit With PSDA: Expand Distribution and Broaden Your Market Reach

Moderator: Barb Pellow, InfoTrends; Panelists: John Loftis, Innovative Business Products; Scott Lawton, Winbrook Associates; Rob Trube, Superior Business Solutions; Tim Dust, F.P. Horak

Dscoop members are looking for partners to help expand distribution and broaden their market reach into new geographies and with new customers. Members of Print Services and Distribution Association (PSDA) include print distributors, trade printers, suppliers and technology partners looking to enhance the success of the independent distribution channel for print, marketing and related services. Gain insight into the types of customers that PSDA members serve, as well as the products and services they are looking for from Dscoop members in order to partner for profit.

Osceola B

Photo Track: Photo Market Emerges

Moderator: Richard de Boissezon, HP; Panelists: Alon Bar-Shany, HP; Dwayne Black, Shutterfly; Leo Sciarrino, Custom Colour Labs; Marco Perlman, Digipix (Brazil)

Are you seizing revenue-building, new opportunities in the field of photo publishing? Panelists discuss how they are benefiting from the photobook revolution and how making memories has become a big business.

Location

1:00 p.m. – 2:00 p.m.

Osceola A

E-commerce: A Critical Component to Your Online Business Strategy

Jennifer Matt, Web2Print Experts Inc.

America is Web-centric—73 percent of Americans turn to the Web as their first option to find more information, search for products and services, and transact in a self-service manner. E-commerce is a critical component of your overall participation in the online ecosystem. Hear about the overall online ecosystem and specific ecommerce strategies you can deploy to both transition your offline business online and build new business by leveraging unique aspects of the online ecosystem.

Osceola B

Photo Track: “How Did You Do That?” Photo Products Show and Tell

Moderator: Robert Carmosino, HP; Dscoop member panel

See the best in the industry and hear how they produced their unique creations. Dscoop6 is the only place where you can learn so much from your peers and be wowed at the same time!

Sun Ballroom

Publishing Track: The Publishing Ecosystem: Adapting for the Future

Glen Hopkins, HP

As the book industry continues its fast paced evolution, strategic partners and toolsets are critical to the success of the publisher and the supply chain. HP examines today’s publishing ecosystem and dives into topics around content transformation, intelligent infrastructures, tools and sustainability. Learn more about new innovations in the print ecosystem and understand what HP is doing in the Publishing segment.

Tampa

The Coming Compensation Crisis

Linda Bishop, Thought Transformation

Ask any business owner or sales manager, and they’ll agree that designing an effective sales compensation plan is critical to their firm’s success. Yet one of the key concerns is that the old model of sales comp may not work well in the future as the solutions we sell change. Consider why the straight commission plan stops people from selling bigger and stickier solutions, and learn how to create incentives to sell high-dollar, long-cycle solutions.

Location

3:15 p.m. – 4:15 p.m.

Naples

40 Years of Indigo (Past, Present and Future)

Ohad Axelrod and Matthew Lightstone, HP

How has Indigo developed from an early technology innovation to a worldwide leader in digital printing today, and what is Indigo’s vision for the future? The early pioneers of Indigo and worldwide marketing managers discuss how the press was created; how the business grew to where it is today; and what the future of print might look like.

Gainesville 1

Direct Marketing Track: Sales Lead Generation, Management and Tracking

Ruth Stevens, eMarketing Strategy, Direct Marketing Association

Learn the essentials of generating qualified leads and tracking them to closure. Salespeople are more productive when they are standing in front of qualified prospects. So how do you provide them with the leads that will increase their productivity by 200 percent or more?

Sun Ballroom

On-Demand Production for Publishing and Photo Merchandise in Multi-Press Environments

Moderator: Bruce Watermann, Blurb; Panelists: Rick Bellamy, RPI; Steven A. Brown, Consolidated Graphics; Bob Friend, District Photo; Jan-Paul Vandenhurk, Paro Printing (Netherlands)

Learn from a group of high-volume print service providers who are bringing new ideas to efficiency and quality for multi-HP Indigo operations with an emphasis on print-on-demand books and photo merchandise. Topics include: software, lean manufacturing and automation to improve quality, service time and cost of goods sold to optimize production on HP Indigo presses.

Osceola B

Printing Opportunities in Asia-Pacific

Yukinori Okamoto, FIS

A panel of PSPs from Asia-Pacific discuss the state of the industry in their region and printing opportunities in Asia that printers in the Americas can leverage.

Osceola A

The Next Wave for Customized Communications

Barb Pellow, InfoTrends

Learn how commercial and in-plant printers have innovatively delivered integrated multi-channel benefits to end-users and customers using an array of tools available in the market, including Web-to-print templates, personalized direct mail, personalized URLs and customized landing pages, augmented reality, text messages and QR codes. Discover the positive business impact that a multi-channel approach has had for print service providers who want to ride the next wave in customized communications.

Location

4:45 p.m. – 6:00 p.m.

Naples

Creating a Successful Social Media Marketing Plan 101+

John Foley, Jr., Grow Socially Inc.

While everyone is talking about social media, marketers are looking for tools and techniques to implement an effective social media campaign. Discuss “how to” approaches for effectively using social media. Participants learn how to identify the right audience in the sea of social networks; techniques for getting and keeping the conversation going; options for translating the conversation into business results; and the right tools for measuring effectiveness.

Sun Ballroom

Engage Employees to Out-Behave the Competition

Gregg Lederman, Brand Integrity

Turn employees into brand ambassadors who will strengthen your work culture and delight your customers. The Five Brand Integrity Dimensions serve as the foundation for building a visible and powerful brand for any organization. When integrated into employee behaviors, the dimensions dramatically impact and enhance the work culture and consistently drive better, more profitable customer experiences.

Sanibel

Fast Forward to Success: HP and Dscoop Launch New Tools

Leon Clarin, HP

What’s the easiest way to grow your business in 2011? Be sure to attend one of four sessions offered throughout the conference to discover and take advantage of all of the new tools from HP and Dscoop. Learn about easy ways to train your sales team, improve efficiencies and uptime, and meet your customers’ needs. We are helping you build awareness with your customers and your own teams on the value of digital print. More information can be found at the Dscoop kiosk located in City Hall Lobby.

Osceola A

Inkjet Technology 101

Glen Hopkins, HP

Learn more about the HP Inkjet Web Press technology and how it enables new business opportunities within publishing and direct marketing, particularly for short-run work.

Osceola B

The Intersection of Design and Digital Printing

Moderator: Bryn Mooth, HOW; Panel of Designers

Hear tips on how to reach the creative market from executives at HOW, a bimonthly magazine that showcases extraordinary design. What are designers looking for and what do they need to know about print and signage? Mooth and a talented panel of graphic designers teach you how to position your HP Graphic Arts technology as the solution for superior quality.

Location

6:00 p.m. – 7:00 p.m.

Solutions Showcase

Business Partners Speed Networking Exchange

Open to Dscoop members only

Don’t turn business away—make sure you can offer your customers everything from marketing consulting to signs, wallpapers and packaging. Even printing in another region should not be a problem. How? By partnering with other Dscoop members to deliver! Exchange business cards and meet with 18 potential business partners during two- to three-minute introductions within one of the following breakouts: 1) commercial and label and packaging; 2) commercial and grand format; 3) Asia-Pacific and North American commercial; 4) Latin America and North American commercial. Breakouts subject to change based on attendee interest.

Saturday

Location

8:30 a.m. – 9:30 a.m.

Sun Ballroom

Unleash Your Creative Genius: The Power of Personal Storytelling

Eileen Gittins, Blurb

Blurb has built its entire business model around personal storytelling and developed a creative publishing service simple and smart enough to make anyone an author. Hear the CEO of Blurb talk about the importance of knowing what consumers want and using that knowledge to tap into new markets for digital print to grow your business. In 2009, Blurb shipped more than 1.2 million books to more than 60 countries and generated over $45 million in revenue.

Location

9:45 a.m. – 10:45 a.m.

Gainesville 1

Direct Marketing Track: Successful Line Extension for Printing Services Companies

Ruth Stevens, eMarketing Strategy, Direct Marketing Association

Printers, letter shops and other marketing production companies today are faced with a fast-changing environment that offers abundant new opportunity for serving customers with additional services. Review the opportunities and a strategic framework for decision-making and planning. Business owners and executives learn the strengths and weaknesses of each new business line in marketing services and how to create a winning strategy for line extensions.

Sanibel

Fast Forward to Success: HP and Dscoop Launch New Tools

HP Business Consultants

What’s the easiest way to grow your business in 2011? Be sure to attend one of four sessions offered throughout the conference to discover and take advantage of all of the new tools from HP and Dscoop. Learn about easy ways to train your sales team, improve efficiencies and uptime, and meet your customers’ needs. We are helping you build awareness with your customers and your own teams on the value of digital print. More information can be found at the Dscoop kiosk located in City Hall Lobby.

Tallahassee

HP Graphic Arts Business Service Offerings

Boris Bel, HP

One of the most critical aspects of your business is your uptime. So what is new in the world of HP Services and how can they help your business? Bel shares what is happening with the Graphic Arts Business Service offerings in the coming year.

Tampa

Making Your Database More Personal for Direct Mail

Dr. John Leininger, Clemson University

If you want to create a truly dynamic direct mail piece, you need all of the relevant data available to better engage the recipient. Learn via demonstrations how to combine relational databases to add detail to an existing database, use scripts to enhance data for personalization, and profile database lists internally or through a list vendor.

Osceola A

Publishing Track: HP and the Future

Anat Hering, Sheri Martin and Doug Sexton, HP

The fastest growing area of printing and publishing is for short-run work: books and magazines printed on-demand in run lengths of one or two at time, custom publishing and personalization. Learn more about the trends and market opportunities within the Publishing segment and the latest on the portfolio of solutions available within the HP Graphic Solutions Business.

Sun Ballroom

The State of the Printing Industry

Alon Bar-Shany, HP

One of our most requested sessions returns this year. Alon Bar-Shany shares what is happening around the world in the digital printing market. His remarkable insights and knowledge keep you abreast of where the market is headed and how it will impact your business.

Naples

Transpromo vs. E-delivery in 2011 and Beyond

Kemal Carr, Madison Advisors

Explore how to stay ahead of customer demand for transpromo and e-delivery. Review market trends in both areas, with insight into which applications are the best candidates for transpromo, which are trending toward e-delivery, and when it makes sense to combine the two. Gain insight into the latest research findings across several areas related to document production, including color print adoption, transpromo and color workflow, and print suppression/e-delivery metrics and strategies.

Location

1:15 p.m. – 2:15 p.m.

Osceola B

A Supply Chain Approach to Growing Print

Ben Cooper, The Print Council

Learn how The Print Council reaches agencies and media decision-makers around the country. Its presentations feature all elements of the supply chain (from paper to postal delivery) and focus on case studies and return on investment by addressing the value of print as part of a multi-faceted communications program. Hear an overview of those presentations and observations on opportunities for print growth in the future.

Miami 1-3

Map of Print

Paul Gardner, TimeStarvd

More printing companies should be creating unique, innovative products, but everyone is listening to someone else to decide where their business should go. We end up in a mad race to the bottom of the commodity pit. What’s missing is a map. If there truly is undiscovered country still out there, most of us who consider ourselves innovators ought to be working to discover a valuable piece of it. Come see the map and help expand it, fill in details and create new possibilities.

Sun Ballroom

Measuring Marketing ROI: How to Add More Value to Marketers and Agencies

Bob Boucher, Cole & Co.

Marketers have been historically plagued by the inability to deliver compelling metrics for their campaigns. They’re often the first ones to lose their budgets…and their jobs. Today’s marketer, however, has an array of new tools for measuring success—many of which are offered by digital print solutions. Learn how to help your marketing clients gain stature in the enterprise, and build your digital print business at the same time.

Sanibel

Partnering with Your Client: A Direct Marketing Success Story

Steve Longley, TPG Direct; Troy Bullock, Tabs Direct; Steve Welkley, HP

Learn about Tabs Direct and how they are delivering innovative direct marketing solutions to their clients with cutting-edge, digital press technologies. Even better, hear firsthand from one of their clients!

Osceola A

Publishing Track: The Digital Transformation

Moderator: Michelle Weir, HP; Panelists: Kirby Best, Cold Logic; Mark Hoog, Growing Field Books

Hear from leading publishers and publishing print service providers in the industry who discuss the evolution of the supply chain and why the move to digital is keeping them ahead of the game. Bring your questions for the Q&A.

Gainesville 1

Trends and Business Opportunities in Latin America

Hamilton Costa, ANconsulting

Hear research on the Latin American market, trends, industry data, success cases and opportunities, including untapped geographies, applications or business models and how to pursue them.

Location

2:45 p.m. – 3:45 p.m.

Osceola A

Creating Your Own Recovery

Andrew Paparozzi, NAPL; Charlie Corr, Mimeo.com

The print industry needs to create its own recovery. Many opportunities exist for significant growth; you just have to learn where these opportunities lie. Understand how to capitalize on opportunities through real-life examples. Learn about the pockets of growth that are developing and how to get a piece of the market.

Tampa

Direct Mail Toolkit: A Business Development Strategy for Selling High-Value, Targeted Direct Marketing Campaigns

Danny Miller and Maya Poleg, HP

As a print service provider, you strive to capture more high-margin work and focus the discussion with your customers around value, not cost. To do so, you need the right talk track, great examples and a way to present true return on investment (ROI) to your customers. Use the Direct Marketing Business Development Toolkit to sell high value direct marketing campaigns. This methodological approach takes you through a set of practical tools that enable effective sales meetings and open new growth opportunities for your business. Review resources on direct marketing trends, case studies, practical campaign ideas and samples, and practice firsthand how to implement all those assets in your business.

Naples

Improve Your Competitive Position: Rethinking Your Business Model

Ken Garner, Mailing & Fulfillment Service Association

An unprecedented convergence of societal, economic and industry specific issues threaten the current composition and structure of the printing, mailing and fulfillment industries. This reality is forcing these industries and the companies that comprise them to critically examine their business models and value propositions. Review the groundbreaking work of a collaboration of industry associations who are working to create a fresh, more compelling business model for companies that want to better position themselves for future success.

Sun Ballroom

Photo Track: Creative Professionals and You: A Winning Combination

Heather Lahtinen, Weddings by Heather

Ever wonder how your customers are using HP digital technology to create winning business solutions or how you can reach creative professionals and business owners? Lahtinen, an award-winning photographer, shares why she chooses to only partner with HP Indigo print service providers.

Osceola B

Planning for Online Success!

Peter Lancaster, W2P Ltd.

For printers, the Internet creates both a threat and a massive opportunity; take a look at planning for success in an increasingly connected world. While Web-to-print can make purchasing of print incredibly efficient, print-to-Web (codes, tags, augmented reality and watermarks) can make the print you produce incredibly effective, thereby increasing its value.

Sanibel

Shape Your Own Future

Larry Vaughn and Maigen Sawyer, Ideal Printers; Dscoop Member Panelists

With the economy still in recovery mode, what have you done to manage your business in tough times? Come prepared to share and learn about topics you might have faced, such as refinancing, cutbacks, re-negotiations with vendors and contracts, employee layoffs and more.

Location

4:00 p.m. – 5:00 p.m.

Solutions Showcase

Business Partners Speed Networking Exchange

Open to Dscoop members only

Don’t turn business away—make sure you can offer your customers everything from marketing consulting to signs, wallpapers and packaging. Even printing in another region should not be a problem. How? By partnering with other Dscoop members to deliver! Exchange business cards and meet with 18 potential business partners during two- to three-minute introductions within one of the following breakouts: 1) commercial and label and packaging; 2) commercial and grand format; 3) Asia-Pacific and North American commercial; 4) Latin America and North American commercial. Breakouts subject to change based on attendee interest.

Sanibel

Direct Marketing Track: 7 Proven Ways to Increase the Effectiveness of Your Marketing Campaigns

Dr. Devyani Sadh, DataSquare

Learn how to implement a cost-effective customer relationship management (CRM) program by deploying “just-right” marketing campaigns designed to stimulate spending and profit within each of the different phases within a customer’s lifecycle. Hear about integrating relevance, personalization and a contact strategy with testing and analytics to deliver world-class marketing campaigns.

Osceola A

Direct Marketing Track: Redefining Digital: Digital Print in the Post-Digital Era

Thad Kubis, NAK Marketing & Communication

Take a brief look at the history of the digital print market with a more detailed look at the future of this market and how to redefine the application, needs, and the “how” and “why” of communication in the post-digital era.

Miami 1-3

Fast Forward to Success: HP and Dscoop Launch New Tools

HP Business Consultants

What’s the easiest way to grow your business in 2011? Be sure to attend one of four sessions offered throughout the conference to discover and take advantage of all of the new tools from HP and Dscoop. Learn about easy ways to train your sales team, improve efficiencies and uptime, and meet your customers’ needs. We are helping you build awareness with your customers and your own teams on the value of digital print. More information can be found at the Dscoop kiosk located in City Hall Lobby.

Sun Ballroom

Publishing Track: The Art of Possibility: A Custom Publishing Case Study

Richard and Georgia Adey, Penwizard; Kent Larson, Bridgeport National Bindery; Jon Tolley, Prime Group (UK); Celina McMahon, Bridgeport National Bindery

Do you want to learn more about new business opportunities and custom publishing? Hear a real-life case study from the client about re-purposing content to generate new revenue streams and the many aspects of implementation: partnerships, automated workflow and the digital press technology supporting it.

Sun 4-6

Selling Integrated Cross-Media Services

Peter Winters, Winters Group & Associates

You’re already a successful print service provider, but how can you build on your progress to transform your business development for the next generation of digital technology sales? Develop brand propositions that resonate with senior marketing executives, drink your own Kool-Aid by engaging in multi-media self promotion, and learn about high-profit consultative selling.

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