Specialty Graphic Imaging Association (SGIA)

SGIA Pre-Expo Business Development Conference Explores New Market Realities

SGIA presented its second annual Pre-Expo Business Development Conference on Tuesday, October 18, the day before the 2011 SGIA Expo floor opened. Attendees came away with tactics and tools to differentiate their business in crowded markets and manage their sales efforts to increase profitability.

David Fellman, David Fellman and Associates, opened the Conference with his session: “Beyond Print: Bringing Profitable Value-Added Services into Your Business,” which discussed an array of services imagers can implement to grow their business.

“It’s no secret that print volume is declining and that most buyers look at print as a commodity,” Fellman said. “This means that a printer’s thinking has to change in order to prosper in the future.”

Next, Brian Hart and Clayton Marsh of Hart Consulting presented the session: “Determine Your Value to Improve Your Core Messaging,” which addressed how to set your business apart from competitors in a 14 billion dollar specialty imaging marketplace with more than 25,000 US firms. Hart and Marsh helped attendees better understand the processes and tools needed to develop new messages to define their core value.

“There’s 30 percent more work out there for retailers to do, with 30 percent less staff for them to do it,” Hart said. “So what they are looking for right now are partners that they can bring on to fulfill those needs. Although the economy doesn’t prove it, there’s more opportunity for graphic communication companies than before.”

Mark Coudray of Coudray Graphic Technologies wrapped up the Conference with his session: “Marketing Approaches for Today’s Businesses (and Tomorrow’s).” Coudray presented innovative solutions specialty imaging companies are using to raise visibility and interest, get noticed and improve their opportunity for success in today’s environment.

SGIA’s next Business Development Conference is set for May 15-16, 2012, in Chicago.

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