All paths lead to growth Navigating the ins and outs of the printing industry is so much easier with a guide. Determining the direction your company takes is serious business, and having a clear path to follow makes all the difference. Build your itinerary, grab your Passport to Success and set your heading for Myrtle Beach. Your Journey of Discovery begins here.
RESERVATIONS Hotel reservations must be made before October 20th to guarantee PICA group rates. To book your reservation, call the Marina Inn at Grande Dunes, (866) 437-4113, or go online at http://marinainnatgrandedunes.com. Use the group code PICA to receive our reduced room rate of $109 per night, plus tax. If you d like to arrive early or stay an extra day, call the hotel directly Monday-Friday between 9am and 5pm, (843) 913-1333, to make your reservation and ensure you receive the special PICA rate. Room Rate Standard room is $109 per night (single or double), plus tax. Conference CancellationPolicy A $25 fee will apply if conference registrations are canceled on or before October 15th. After that date, no refunds are allowed; substitutions are welcomed. Individuals must cancel their own hotel reservations by calling Marina Inn at Grande Dunes (843) 913-1333. Dress Code Resort Casual. Marina Inn At Grande Dunes 8121 Amalfi Place Myrtle Beach, SC USA, 29572 The Marina Inn at Grande Dunes, a premier luxury hotel and resort in Myrtle Beach, offers outstanding amenities and service. Tucked away in peaceful seclusion on the Intercoastal Waterway, the Marina Inn is centrally located between North and South Myrtle Beach, and just minutes away from area attractions. The Marina Inn at Grande Dunes resort offers fivestar service in a casually elegant setting.
Duane Cashin SCHEDULE OF EVENTS Friday, November 6th 4:00-6:00 PM Conference Registration Opens 6:00-9:00 PM Dinner On Your Own 9:00-10:30 PM Dessert Reception Saturday, November 7th 8:00 8:15 AM Welcome, Introductions and Invocation Lamar Russo 8:15-9:15 AM Sales Management Workshop, Part 1 Duane Cashin, Duane Cashin Consulting 9:15-9:30 AM GROUP BREAK John Foley 9:30 10:25 AM SIMULTANEOUS BREAKOUTS Justify the Cost of Your Print Specific Software Solution Lamar Russo, Sponsored by CRC Info. Systems Is Content Marketing the New Sales? John Foley Linda Bishop How to Become the Single Source Supplier for Key Clients, Linda Bishop Sponsored by Muller Martini Make New Things Happen Gary Bernier Sponsored by HP Gary Bernier Dale Patterson 10:30-11:25 AM SIMULTANEOUS BREAKOUTS Increasing Digital Sales Through Paper Options, John Parsons Sponsored by Mac Papers How Printers are Making Money These Days, John Foley Sponsored by Case Paper Joe Gass 11:30AM - 1:00PM Pricing Strategies, Linda Bishop Planning for Profitable Packaging, Dale Patterson Sponsored by Xerox Corporation BEACH PARTY LUNCH: Beer, BBQ & Seafood
1:00-2:00 PM Sales Management Workshop, Part 2 Duane Cashin, Duane Cashin Consulting 2:00-2:05 PM GROUP BREAK 2:05-3:00 PM SIMULTANEOUS BREAKOUTS BIG IDEAS: Creative (& Profitable) Wide Format Applications, Joe Gass Justify the Cost of Your Print Specific Software Solution, Lamar Russo Sponsored by CRC Information Systems Increasing Digital Sales Through Paper Options, John Parsons Sponsored by Mac Papers Make New Things Happen, Gary Bernier Sponsored by HP 3:00-5:30 PM HELICOPTER RIDES 6:30-7:30 PM RECEPTION Sponsored by Athens Paper 7:00 PM Dinner On Your Own Sunday, November 8th 7:30-8:00 AM Buffet Breakfast 8:15-9:15 AM SIMULTANEOUS BREAKOUTS How Printers are Making Money These Days, John Foley Sponsored by Case Paper 9:15-9:30 AM GROUP BREAK Pricing Strategies, Linda Bishop Planning for Profitable Packaging, Dale Patterson Sponsored by Xerox Corporation 9:30-10:25 AM SIMULTANEOUS BREAKOUTS Is Content Marketing the New Sales? John Foley 11:00 AM CHECK OUT How to Become the Single Source Supplier for Key Clients, Linda Bishop Sponsored by Muller Martini BIG IDEAS: Creative (& Profitable) Wide Format Applications, Joe Gass
EDUCATION SESSION Executive Sales Management Workshop Duane Cashin, Duane Cashin Consulting This workshop will be custom tailored to align with the printing industry, and split in two 1-hour sessions. What You ll Discover: Learn the elements of an effective Sales Management process. Understand how and why an effective Sales Management process can be leveraged to create a competitive advantage, and understand the consequences of not having a process in place. Gain clarity into what you can and cannot manage in the Sales process. Understand the right metrics to track. Gain insight into how to design a compensation plan that drives the right selling behavior. Learn the clues that help you to identify the additional products and services that are needed by your prospects and customers. Understand why holding weekly one-on-one coaching and counseling sessions with your sales representatives is the number one most impactful use of your time. Gain insight into the importance of using CRM software. This high energy interactive workshop is full of street-smart strategies that, when embraced, are proven to differentiate your organization in a crowded marketplace and, as a direct result, increase sales revenues. Simultaneous Breakout Sessions: Increasing Digital Sales through Paper OptionS John Parsons, Mohawk Papers Expanding sales through substrates This session will give you a variety of samples and ideas that can be used immediately with your sales staff and customers. What can be used digitally How it differs from offset Why you should use process specific products How to make more money with the right substrate Make New Things Happen Gary Bernier, Hewlett Packard There are three kinds of companies: Those that make new things happen, those that watch new things happen, and those that wonder what happened. Anonymous Understanding the effect of disruptive innovations on the printing industry, and creating paradigm shifts that make your business different. What You ll Discover: Change how you look at the value of print Realize the fundamental value of digital printing Print what you want Print when you want it Print how you want it Planning for Profitable Packaging Dale Patterson, Xerox Corporation Flexible. Efficient. Profitable. Now is the time to take advantage of all that digital packaging has to offer your business. Challenges and opportunities in the packaging industry Digital strengths meet packaging needs. What the transition to digital looks like? Facing the hurdles of market entry The importance of choosing the right business partner for workflow, digital print, coating and finishing
BIG IDEAS: Creative (& Profitable) Wide Format Applications Joe Gass, Heritage Printing & Graphics Are you tired of being labeled as just another printing company? Struggling to distinguish your company from your competitor? Having a hard time creating additional revenue from existing clients? Having a hard time getting into targeted prospects to present your company capabilities? There is a whole new world out there for those who want to grow their business and become more valuable to their customers. This session will highlight how you may want to rethink the wide format marketplace as a potential profit center for your business. What You ll Discover: How wide format printing capabilities could successfully transform your commercial printing environment How the ability to provide wide format printing can make you much more valuable to your existing clients How wide format printing will make you a much more attractive vendor to potential clients Justify The Cost Of Your Print Specific Software Solution Lamar Russo, CRC Information Systems If you re using print software, are you capitalizing on all of the benefits and reports? What You ll Discover: Real-time information for decisions Improved visibility customer interaction Faster month-end close Increased customer satisfaction Managed and controlled costs Better operational efficiency Reduced lead times and increased throughput Allow employees to focus on revenue generating activities, rather than tasks Compare monthly cost of software versus personnel expenses is Content Marketing the New Sales? John Foley, Grow Socially Content marketing supports the entire marketing and sales process in today s business. It impacts the buyer s lifecycle and how you can get found. It is not about creating ONE whitepaper and being done. Rather, it is about planning and driving sales inquiries, turning them into leads, and using a content marketing-based approach to close sales. This session demonstrates how you can drive leads and sales using content marketing best practices and provides real-world examples to inspire you to take action when you get back to your desk. How Printers are Making Money These Days John Foley, Grow Socially The evolution of today s buyer and how they consume content on a daily basis has impacted printers who stand still. In this session, you ll discover which value-added services can impact your top line and profit margins, including the steps to ensure you no longer stand still, but evolve, for years to come based on the needs of buyers. How to Become the Single Source for Key Clients Linda Bishop, Thought Transformation Stop competing on transactional work in your key accounts. You can make the move from vendor to single source partner with the right plan. In this session, Thought Transformation will share its strategy for increasing your value and eliminating competitors. Pricing Strategies Linda Bishop, Thought Transformation Are you thinking strategically enough about pricing? Find out how clients buy and how that affects your pricing decision. Learn about forensic selling and how past outcomes can prepare you to sell smarter in the future.
Registration Fees Register by October 20th, 2015 to receive the Early Bird Rate! PICA MEMBER EARLY BIRD RATE OCTOBER 21ST FEE 1st Registrant $214 $244 2nd Conference Registrant (from same company) 3rd Conference Registrant (from same company) Spouse/Guest (not attending the meetings) $205 $235 $197 $227 $102 $132 NOT-YET MEMBER **1st Registrant $429** $509** **Spouse/Guest (not attending the meetings) $204** $234** **Not-Yet Members that join PICA by 12/31/2015 receive the difference in registration fees as a credit towards annual dues. Conference Registrant Fee includes: All conference programs and materials, Friday and Saturday receptions, Saturday Beach Party Lunch, Helicopter Ride and Sunday morning breakfast. Spouse/Guest Fee includes: Friday and Saturday receptions, Saturday Beach Party Lunch, Helicopter Ride and Sunday morning breakfast. (Dinners are on your own.) RETURN REGISTRATION FORM TO: PICA PO Box 19488 Charlotte, NC 28219-9488 QUESTIONS: Email cjepps@picanet.org Telephone: (800) 849-7422 Fax (704) 357-1154
2015 Registration Form Please register by October 20th. COMPANY NAME ADDRESS CITY STATE ZIP PHONE ATTENDEE FIRST REGISTRANT $ EMAIL (FIRST REGISTRANT) SPOUSE/GUEST NAME $ SECOND REGISTRANT $ EMAIL (FIRST REGISTRANT) SPOUSE/GUEST NAME $ THIRD REGISTRANT $ EMAIL (FIRST REGISTRANT) SPOUSE/GUEST NAME $ TOTAL DUE METHOD OF PAYMENT Check enclosed [make payable to PICA Fall Conference] Credit Card (select one): Visa MasterCard Amex Card Number Name on Card Address Phone Number Expiration Date CONFIRMATION WILL BE SENT UPON RECEIPT OF PAYMENT INFORMATION. Please email or fax registration form to Carrie Epps at: cjepps@picanet.org or (704) 357-1154
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