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Return to International Reprographic Association Events Library Menu
Purchase and download the entire set of audio from the 2009 IRgA Convention and Trade Show for JUST $99.00.
Programs will be available following the April 29 - May 1 Convention
Programs are in MP3 audio format and require a computer or MP3 player.
To order audio CDs that will be mailed to you CLICK HERE |
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Showing sessions 1 - 10 of (11) TOTAL sessions
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Event : IRGA101 |
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Session : IRG907
Keynote:
Making the Most of Difficult Situation: Changing Markets, Changing Times
Conference : 2009 IRgA Convention and Trade Show
Speaker(s) :
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Session : IRG901
The Power of Influence: How to Get What You Want from Team Members, Partners and Customers
Conference : 2009 IRgA Convention and Trade Show
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- Jim Ryerson, President, Sales Octane, Inc.
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- The Golden Rule: “Do unto others as you
would have them do unto you” is wise advice.
However, it assumes that the person you
are trying to influence behaves just like you,
communicates just like you and wants to be
treated as you want to be treated. Opposites
most often do not attract with employees, team
members or customers.
So, what do you do with this information? First
you need to understand your behavioral style.
Second you need to identify the behavioral style
of the person you are trying to influence. Finally,
apply specific techniques to improve your
likeability and influence to get more of what you
want. It’s approaching others the way they want
to be approached versus doing unto them as
you would have them do unto you.
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Session : IRG902
New Trends in the International Market
Conference : 2009 IRgA Convention and Trade Show
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- Learn what reprographers in other parts of
the world are doing and why print services in
Europe tend to be viewed more as “art” than
simple “fulfillment.” Panelists from Europe
will share the ways they are responding to
customer demand, including 24-hour walk-up
services, emphasis on wide format color and an
interesting concept called “document control.”
This concept allows the reprographer to place staff with owners and developers as contract
employees responsible for not only document
management, but also for the authorization and
control of project documentation.
While many United States reprographers offer
online plan room technologies, European
printers have developed different methods for
providing services to their clients that could
result in opportunities for U.S.-based printers.
Hear how you can grow your business using
international tips and tricks.
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Session : IRG903
Be a Market Maker - How to Grow Your Technical Color Volume in AEC
Conference : 2009 IRgA Convention and Trade Show
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- Peter Lawrence, Oce North America
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- Color plan sets are increasingly being used for the purposes of bidding and construction. US builders are starting to realize what their European counterparts have known for years: the benefits of color far outweigh the costs. This presents a giant opportunity for reprographers to start converting a percentage of black-and-white CAD volume to high-margin color. To capitalize you may need to reposition your business with regard to messaging, pricing, equipment and workflow. See why BIM and IPD are driving the demand for color, and what the real benefits of color are. Learn where the barriers are and get recommendations on how to overcome them. Find out how you can sell the value of color beyond the design phase and start increasing your profits.
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Session : IRG904
SalesMap™: Creating a Selling Machine at Your Company
Conference : 2009 IRgA Convention and Trade Show
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- Jim Ryerson, President, Sales Octane, Inc.
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- Most salespeople are working harder than ever before and getting fewer results. One reason is the lack of a clearly defined sales process. As salespeople get busier they begin to exchange "activity" for results. It's not entirely their fault. They typically only ask for the end result and leave it up to others to figure out how to execute. The SalesMap is a visual way of sharing that a successful sale is the result of a series of steps. The Sales Octane SalesMap is a custom-developed process map of the sales process. This visual SalesMap becomes the starting point for implementing "best practices" that you and your team identify during the course of doing business. As you identify new offerings, new sales techniques, new objections and responses to objections, you can incorporate those changes into the SalesMap, which becomes the visual standard of how you get results. Using the SalesMap, a company's leadership can implement key measurements and expectations that can be clearly defined on the map. The SalesMap can also be used as a "neutral" document to identify areas where improvement is needed. Learn how to develop your individual SalesMap and receive a "do-it-yourself" plan to develop your own SalesMap when you return to your company.
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Session : IRG906
FM 2.0: Take Your FM Business to the Next Level
Conference : 2009 IRgA Convention and Trade Show
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- Panelists: Tony Ross, MBC Precision Imaging ; Gary Marquardt, Regional CEO, Executive FM Strategist, ARC; Mark DiPasquale, Founder, Archimedia Solutions Group, LLC
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- Industry experts will discuss effective ways to expand your current FM business.
Maximize Your Current FM Revenue
* Upgrade the services offered to your current FM clients.
* Expand the services offered to current FM clients.
* Determine the right time to raise prices and how to justify them.
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- Grow Your Traditional FM Business
* Get the attention of current customs that don't have FMs and close the deal!
* FMs as a solution to the current financial downturn.
* Effectively compete against existing FMs.
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- Expand Your FM Horizons
* Place FMs in remote locations for your current FM clients.
* Offer other kinds of equipment in an FM scenario.
* Offer other services in an FM proposal.
* Break into completely new markets, including where you should be looking.
* Build credibility with new clients and perhaps new industries.
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Session : IRG909
Talent Management in Economic Hard Times
Conference : 2009 IRgA Convention and Trade Show
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- Debra Thompson, President, TG & Associates, LLC
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- A competent, stable, well-led workforce is critical to maintaining a competitive advantage. In an economic downturn, it is even more important to take people management actions that build your team capabilities. Whether your business is downsizing, growing, acquiring or merging, you need to know where your "bus is going" and carefully define the seats you need on your bus to ensure that they are filled with top performers. Learn the techniques that will help your business succeed when many others are failing.
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Session : IRG910
The New Reprographer: Streamline Your Operations and Start Making Money
Conference : 2009 IRgA Convention and Trade Show
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- Tanner Bechtel, Director, ReproMAX Technologies, ReproMAX
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- Discuss the steps to unifying, automating and selling technology within your shop and your team. Learn how to increase profitability by streamlining your shop operations in five steps. Topics will include DRY (Don't Repeat Yourself) planning, the AGILE team methodology, virtualization of servers and demo systems. Discuss services integration (accounting, communications, etc.), controlling development and the keys to cost-savings through open standards and open source. Review customer education programs and discover how to package your technology offerings so that they are easy for the customer to understand and purchase, while keeping the process profitable. "Technology" is no longer a specialized department in your shop - it determines our business future and enhances our understanding of what is coming, what is available and what will change our business.
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Session : IRG911
Trendspotting Color Market Opportunities
Conference : 2009 IRgA Convention and Trade Show
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- Rudy Herrera, print service provider segment manager, Graphics Solutions Business, HP and Craig Perry, VP and Director of Operations, Joseph Merritt & Co., Inc.
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- Many reprographers have seen the emergence of sign shops in their markets, many of which have enjoyed tremendous success in offering large format services that were, in many ways, pioneered by IRgA members and vendors. Exploring non-traditional offerings has led some shops to offer departments, specializing in signs and banners, vehicle wraps, window cling and other large format services. Join this session to explore what these innovative services require, including the necessary hardware and software, staff expertise, workflow requirements and how to get started. Additionally, hear first hand from reprographer Craig Perry with Joseph Merritt Graphics who has successfully integrated wide-format technologies and applications into his shop with tremendous results.
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Session : IRG912
Leverage Intelligent BIM to Stay Ahead of the Curve
Conference : 2009 IRgA Convention and Trade Show
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- KP Reddy, President, RCMS
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- Hear how some companies in the construction industry are developing new services, which may have a significant impact on the traditional AEC construction distribution process. "Intelligent BIM" goes far beyond 3-D modeling, providing users with an item-specific bill of materials that may, in some cases, mitigate the need for printing large format drawings by providing contractors with the same information currently provided through the bidding "take-off" process. With change comes opportunity. Some construction trade groups, for example, are not well suited for this approach to construction information gathering and will rely on others to collect, assemble and provide the information contained in the project database. Don't be caught behind the curve as this evolving technology begins to make its presence known in projects coming from your customers.
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Showing sessions 1 - 10 of (11) TOTAL sessions
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