**Note: Schedule subject to change
Thursday, May 20
Web 2.0 and Social Media: Preparing Your Business
Corbin Ball, Corbin Ball Associates
10:00 a.m. - 10:45 a.m.
Web 2.0 technology and social media are changing the way that business is done. Are you ready? Social software, blogs, mini-blogs, RSS, podcasting, social software, multi-user virtual environments and more will significantly impact marketing, customer service, and business planning. This session will cover the recent advances with lots of examples and creative ideas for implementing. It will also be an opportunity to share successes using this technology.
In this session, you will:
- Identify the major Web 2.0 and social media trends and their impact and promise to business.
- Receive many Web 2.0 tools (many of them free) to manage and market better.
- Share with each other best practices in this very quickly changing environment.
Survival of the Reprographics Industry... Evolution
Shaun Meany, The PEiR Group
10:00 a.m. - 10:45 a.m.
In this session Meany will discuss five effective strategies for positioning your reprographics business for success in the new economy. Owners and managers of reprographics companies are aware of many of the trends that are forcing the evolution of the reprographics industry but many do not know how to take advantage of these trends for maximizing sales, market share and profitability.
In this session, you will:
- Review and Identify Key Trends Affecting the Industry
- Impact these Trends have on the Industry (without Adaption)
- Five Key Strategies (to Adapt)
Introduction to Managed Print Services
Ed Crowley, Photizo Group
11:15 a.m. - 12:00 p.m.
In this introductory session, learn about the particulars of Managed Print Services (MPS), why it is important and how it will impact your business. The presentation also will address what is known as a "hybrid" dealer and why this model has become successful. MPS has changed the business model from surviving to thriving – is it the right choice for your business?
In this session, you will:
- Learn how MPS will impact your business
- Evaluate MPS versus cost per copy
- Understand the "hybrid" dealer
- Identify the path for transforming to a hybrid dealership
- Review what the future holds as the market shifts to MPS
The Amazing Race: What the Data Says about the Post-Recession Economy
Anirban Basu, Sage Policy Group, Inc.
11:15 a.m. - 12:00 p.m.
The focus of this presentation will be the respective outlooks for the global and U.S. economies and implications for the reprographic industry. Particular attention will be given to the business performance, labor markets and risks to the economy.
Search Engine Optimization and Google Analytics: How to Raise Your Website Ranking
Corbin Ball, Corbin Ball Associates
1:00 p.m. - 1:45 p.m.
If you are not in the first pages of a Google search, you are not there for most web uses. The program will discuss the nuts-and-bolts details of how to raise your ranking to drive more web traffic. This program will give you the tools to analyze your site and to speak with your web designers to improve it.
In this session, you will:
- Identify proper page design to give your site the greatest chance of ranking high in the search engines.
- Discuss the secrets of key word placement
- Prepare to make sure your Web site is found on top of the search engines.
- Explore the benefits of Google Analytics and other web ranking tools.
Market Research Results: The Impact of Color on Construction
Peter Lawrence, Océ North America
1:00 p.m. - 1:45 p.m.
Prove that using color construction documents saves time and money on the job site and contractors will use more color prints. This will increase the value of the entire reprographic market by providing higher margin work. Océ has commissioned three studies to quantify the benefits of color documents in construction.
- The first study was performed in 2009 by USP Consultants to survey 300 European AEC firms about the ability of color prints to reduce "failure costs" (mistakes, delays and rework). This research is now complete.
- The second study was conducted in 2010 in the USA by Lyra Consulting Group to develop an ROI model to justify the expenditure for using color construction drawings. Lyra collected data from numerous sources including executive AEC interviews, and is delivering a white paper and ROI calculator with the analysis and conclusions.
- The third study is now underway on four live projects in the USA in which all project team members use color plan sets throughout the project lifecycle. Océ has partnered with design-build firm The McKnight Group and DC Reprographics. The study's goal is to quantify the benefits of color on project metrics such as RFI's, change orders, errors and omissions, budget and schedule.
Get an overview of the research findings and conclusions from Peter Lawrence and Bob Honn of Océ, and Dan Cannell of DC Reprographics. Learn how you can use this information to help you sell more color printing to the construction market.
Web 2.0 and Social Media: Preparing Your Business
Corbin Ball, Corbin Ball Associates
2:15 p.m. - 3:00 p.m.
Web 2.0 technology and social media are changing the way that business is done. Are you ready? Social software, blogs, mini-blogs, RSS, podcasting, social software, multi-user virtual environments and more will significantly impact marketing, customer service, and business planning. This session will cover the recent advances with lots of examples and creative ideas for implementing. It will also be an opportunity to share successes using this technology.
In this session, you will:
- Identify the major Web 2.0 and social media trends and their impact and promise to business.
- Receive many Web 2.0 tools (many of them free) to manage and market better.
- Share with each other best practices in this very quickly changing environment.
Behavioral-style selling - Moving from Order takers to Sales Makers
Jim Ryerson, Sales Octane
2:15 p.m. - 3:00 p.m.
During this breakout session Sales Octane will cover several best practices from the First 100 Days of Selling published by W Business books. Given the difficulty in getting appointments Jim Ryerson of Sales Octane will share several best practices on how to get appointments, what to do on the first appointment, how to overcome objections and how to get referrals. The common denominator in each step is the absolute necessity to influence your prospects and customers to like you and want to do a business with you. Using the Psychology of Selling Jim will share the strengths and 2 weaknesses of selling style and also the ways to approach each type of prospect depending on their style. Gone are the days of going in with your "shtick" and treating every prospect the same!
In addition you can take a personal sales style assessment and bring your results to the session in Palm Springs. The assessment will identify your sales strengths and sales weaknesses as well as the specific changes you need to make in your approach. The assessments can be found at www.salesoctane.com under ASSESSMENTS and the 'decoder' can be found under 'DOWNLOADS.'
Managed Print Services: Transition to a Hybrid Dealer
Ed Crowley, Photizo Group
3:30 p.m. - 4:15 p.m.
In this more advanced session on Managed Print Services (MPS), discover the details unique to MPS and how they differ from your current model. Does your business have what it takes to make the transition? Discover the resources and tools available as well as the top 10 requirements for success.
In this session, you will:
- Learn the MPS model, including compensation, staffing and customer offerings
- Decide if your business should make the transition
- Understand the MPS sales cycle
- Review resources and tools to manage through the transition
Follow the Leader; Leading with the Glass Half Full
Jim Ryerson, Sales Octane
3:30 p.m. - 4:15 p.m.
Now more than ever your team members look to you for answers. The weight of the world seems to be on your shoulders as everyone looks to you to set the pace, improve their attitude and be responsible for their future. During this session Sales Octane explains the SMART™ way to set expectations and create an environment where team members take accountability and step up their own pace! You will leave this session with ways to lead with the glass half full... and set the expectation that your team members do the same!
Friday, May 21
The Passion of Leadership
Henry Givray, CEO, SmithBucklin Corporation
8:30 a.m. - 9:30 a.m.
Leadership is the uniquely consistent and defining force behind great, enduring organizations. But what is leadership? We know when we see it. We can measure its impact. We can feel how it inspires us. But leadership is not a rigorous science. It is often a vague and elusive concept for which there are no simple formulas or set rules. Henry Givray believes that leadership can’t be taught, it must be learned- and it requires self-discovery and self-knowledge. This presentation which Henry has delivered to numerous audiences is designed to help others identify opportunities to grow as leaders, while also building their commitment to continuous learning in this area. During the session, Henry offers a working framework which provides clarity and context around effective leadership as well as practical ideas and principles for everyday use. IRgA Presents "Open Space Technology"
The Future of Reprographics: Where it is going and how can we change with it?
11:15 a.m. - 12:00 p.m.
1:30 p.m. - 3:30 p.m.
At this year’s convention and for the first time, IRgA will host the innovative meeting concept known as "Open Space Technology" (OST). All attendees are encouraged to attend and participate in this simple and fun, yet productive session that will focus on the topic: The Future of Reprographics: Where is it going and how can we change with it? This session is your opportunity to gather and discuss, from your unique viewpoint, how you view the industry as it emerges from its current paradigm shift of being a print provider to a technology service provider.
What is Open Space Technology?
OST is a simple way to run productive meetings- for five to 2000+ people- and a powerful process for leading any organization, in both everyday practice and under extraordinary circumstances.
OST provides a platform for inspired learning, powerful connections and effective communication in order to develop solutions and strategies, and boost team productivity. While OST is considered a modern approach, it also is "tried and true" and has been employed by groups all over the world as a successful way to resolve issues.
OST employs advanced adult learning techniques through a format that includes:
- No speakers
- No prior groupings
- No agendas- participants define the agenda, and may adjust it as the meeting proceeds
- Free flow of ideas in a relaxed, non-intimidating environment
- Content determined by participants
- Ability to move freely between conversations and groupings to maximize learning
How It Works
The OST gathering begins with everybody seated in a circle. After a brief welcome, our facilitator explains the process by which the group will self-organize to decide on the day’s detailed agenda, to carry out the agenda and to prepare the material for the post-meeting report.
The facilitator invites all participants to identify any issue or opportunity related to the theme. Participants willing to raise a topic will come to the center of the circle, write it on a sheet of paper and announce it to the group before choosing a time and a place for discussion and posting it on a wall. That wall becomes the agenda for the meeting.
People who wish to address a specific topic within the day’s theme prepare a simple poster, announce the topic to the group, and select a meeting place and time slot on the agenda wall.
When all sessions have been proposed and posted on the agenda wall, individuals sign up for the working sessions in which they have the greatest interest. This is a wonderfully dynamic process as people negotiate for sessions to be combined or split, and as meeting spaces are traded to accommodate the needs of bigger or smaller groups. This process creates the agenda for the day.
Each session includes a number of people who have chosen to spend time on a particular topic. However, people are not bound to remain with one particular topic group for a whole time slot. If someone feels unable to learn or to contribute, he or she is encouraged to move on, join another group or take time out to reflect. At the end of the day, notes are compiled into a proceedings document that is distributed physically or electronically to all participants.
For more details on Open Space Technology, visit Open Space World and Wikipedia.
|
