Xerox Educates and Empowers Customers through “Building Digital Print Sales Success Stories” Seminar

Building on a long-standing commitment to customer support, Xerox took its digital printing expertise on the road with the recent “Building Digital Print Sales Success Stories” seminar hosted at the Xerox Knowledge Learning Center in New York City. The seminar provided attendees – ranging from print providers to creatives and marketers – with practical information about communication trends, marketing techniques and business development selling strategies for the digital printing industry.

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The “Building Digital Print Sales Success Stories” seminar is the first in Xerox’s new E3 series, a set of seminars that help customers build successful print businesses through the use of the “three E’s”:

• Educate – Teach about the sales and operational opportunities afforded by digital printing and raise awareness of market trends.
• Empower – Deliver the knowledge necessary to develop business-building plans and capitalize on Xerox ProfitAccelerator® Digital Business Resources and the Xerox FreeFlow® Digital Workflow Collection.
• Execute – Show how success can be achieved through the clear execution of a developed business strategy and partnership with Xerox.

At the first E3 event, keynote speaker Peter Muir, president of graphic communications consulting firm Bizucate, Inc., shared information about exploring tomorrow’s opportunities and provided a roadmap to digital print sales success. Muir also addressed the specific needs of attendees through an interactive question and answer session.

Larry Zusman, worldwide marketing manager for XMPie, Inc., discussed how to build a business strategy using three key elements of 1:1 marketing communications: VDP, personalized Web-to-print and Cross Media marketing. In addition, Zusman shared success stories and best practices of customers who are using variable-data communications and Web-to-print systems to improve response rates, customer retention and overall sales.

“With the many vendors we have to choose from, we always turn to Xerox because of the balance of corporate-level and local support they provide,” said John Paul Teti, operations manager of Triangle, who installed a second Xerox iGen3® 110 Digital Production Press shortly after attending the seminar. “The seminar reinforced all the reasons we choose to partner with Xerox for our technology needs, gave us insight into the industry and helped to further the vision of our company.” Triangle is now broadening its partnership with Xerox by planning a series of training seminars specifically for its sales staff.

For Big Color Systems, a graphic communications service provider, the E3 series affirmed Xerox’s role as a trusted partner and contributed to their decision to purchase a second Xerox iGen3 press.

“The energy the speakers projected and the knowledge they shared about different market opportunities and print applications motivated me to expand my business by pursuing these different avenues,” said Sloan Freidman, partner, Big Color Systems. “Xerox is a true partner. They really keep their client-base informed through seminars and informational material; I’m already signed up for a webinar on how to price for digital and variable information print.”

The E3 series helps drive awareness of what Xerox calls The New Business of Printing and offers a forum for sharing industry expertise. Xerox plans to hold several additional E3 events in major U.S. cities throughout 2008. Contact your local Xerox sales representative for more information.