Selling Corrugated Structural and Graphics
Richard Troll Corrugated Laboratory
Fox Valley Technical College
5 Systems Drive
Appleton, Wisconsin
Offered in partnership with the International Corrugated Packaging Foundation (ICPF) and the Fox Valley Technical College, this course focuses on selling to your company’s structural and graphic capabilities. A 1½ day intensive workshop designed to inform, build knowledge and help you build and sell to your structural and graphics strengths. This event will cover trends, markets, business development, and include how one company is building a reputation by selling innovation in structural and graphics.
The workshop is intended for sales, sales management, customer service, graphics specialists, and leadership people in the corrugated/packaging industry. We have specifically placed the workshop later in the week with a short timeframe, so busy people can clear their schedules, get educated, and still be home by the weekend.
Agenda
Day 1 (Thursday, May 8)
7:30-8:30am Breakfast presentation by Xerox Corporation
“Latest Digital Printing Developments for Packaging”
The Ever Changing World of Packaging Structure and Graphics
Review of the traditional and digital (Offset, Flexographic, Gravure, Screen and Digital Print) technologies
Defining Digital in today’s markets
For each discuss: Technology, Market Share, Applications and Industries, as it relates to graphics
Trends in Pre-press and Plate-making
Equipment and Processes
Presentations on today’s graphics tools and pre-press equipment/processes by top vendors
The Importance of Press Characterization
Design to what you can manufacture
Printing, Packaging and Converting Trends
Discuss some of the happenings within our industry
Vertical Market Trends
Discuss customer industry trends and how we can turn those into opportunities
How to create your own trend discussion
Review a process to create your own trends discussion you can bring to your customers so they see you as an educational and idea generating asset
Tour of FVTC Printing Technologies areas
Lunch
Off site tour and presentation on Pre-press Capabilities (Printron)
Markets of Opportunities for Converters
From trends come markets of opportunities to focus efforts on. Discuss consumer and business behaviors and identify specific opportunity areas for business growth
Idea Workshop
Discuss the day’s content and how it impacts today’s opportunities
Day Two (Friday, May 9)
Building Business Through Selling Structural and Graphics
Presentation by local AICC member firm
Business Development Selling Strategies – Selling to your Strengths
Business development can be defined in many ways, in this course it will be defined as the ideas, plans and actions that can help the customer grow their business and see the relationship to the sales executive as critical to their growth
Implementing a 763 Approach™
One business development selling method is the 763 Approach™, the process will be reviewed and tested by the class to see if it can assist in generating sales growth
7 Know Me Concepts™
6 Reasons Why People Buy™
3 Good Ideas
Implementing your own approach
The 763 Approach™ is not the only method; we’ll work on developing a personalized sales approach that fits within the company’s approaches and the sales executives goals
Strategy and Tactics
Focus on the overall, near and long-term goals and create the plan to get there
Reviewing Your Plan
Discussing what can be done in the next 3 months, 6 months and 1 year?
12:00 noon Wrap up and closing
ICPF Donor Registration
(payments received at least 3 weeks before the course)
$895
ICPF Donor Registration
(payments received with in 3 weeks of the course)
$995
Non-donor Registration
$1,095
